Job Summary

The incumbent will be responsible for leading and driving the Global Trade Services Sales function across Cash Management and Trade Services businesses within QNB Group's Global Transaction Banking (GTB) division. The role is accountable for the development and execution of sales strategies, business growth initiatives, and client engagement activities across the Group's international network of branches and subsidiaries.

The scope covers the full spectrum of Trade Finance solutions, including traditional trade products and Open Account Trade Finance, as well as Cash Management solutions encompassing payments, collections, liquidity management, and working capital solutions.

The successful candidate will be responsible for expanding market share, strengthening client relationships, identifying cross-border business opportunities, and delivering sustainable revenue growth across multiple geographies. The role requires close collaboration with regional and country teams to ensure the effective delivery of transaction banking solutions to multinational corporations, financial institutions, and large corporate clients.

Main Responsibilities

A. Shareholder & Financial:

• Develop and implement marketing and customer call plans with respect to all Cash Management and Trade Services products to achieve the agreed financial targets.

• Responsible for cash and trade deal origination and execution domestically and across the entire network.

• Responsible for network coordination to ensure seamless branch cooperation on the cash and trade fronts.

• Responsible for the financial performance of trade assets over the lifetime of the transaction.

• Responsible for revenue growth and product development feedback to ensure constantly enhancing the GTB positioning and profitability within peer groups.

• Implements KPI’s and best practices for Global Transaction Banking Sales.

• Promote cost consciousness and efficiency and enhance productivity, to minimise cost, avoid waste, and optimise benefits for the bank.

• Act within the limits of the powers delegated to the incumbent and delegate authority to the respective staff and monitor exercise of the same.

• Demonstrate clear understanding of the important factors behind the bank's financial & non-financial performance.

B. Customer (Internal & External):

• Develop and maintain strong deal pipeline and trade target market to enhance the overall QNB client proposal in all QNB markets.

• Coordinate the origination efforts of developing and maintaining strong deal pipeline within the cash and trade target market and proactively harnessing key industry initiatives and economic trends as appropriate to enhance the overall QNB client proposal.

• Promote and support the coordination and cooperation efforts across the network for seamless cooperation, deal origination and execution efforts.

• Ensure disciplined sales efforts complete with sales processes and pipeline management, wallet sizing, account planning, heat maps etc to ensure and organized and effective global approach to cash and trade sales

• Define a strong coordinated effort to originate regional clients to capture cash management mandates

• Organize cash and trade customer forums and events.

• Actively participate and represent QNB on international cash and trade events and cash and trade customer forums.

• Establish personal relationships with cash and trade customers.

• Attend cash and trade customer calls, lead business discussions and outline the potential treasury and financing structures, RFPs etc to the customers.

• Discuss pricing proposition, transaction structure and distribution.

• Work close and cooperate with the Corporate Relationship Management team to ensure the best in class customer service.

• Assist customers in all their queries on Bank’s product and seek solution to their requests.

• Maintain activities in accordance with Service Level Agreements (SLAs) with internal departments/units to achieve improvements in turn-around time.

• Build and maintain strong/effective relationships with related departments/units to achieve the Group’s objectives.

• Provide timely/accurate data to external/internal Auditors, Compliance, Financial Control and Risk when required.

C. Internal (Processes, Products, Regulatory):

• Assume P/L and asset book ownership.

• Build and maintain strong and effective relationship with all other related departments and units in QNB to achieve the Group’s goals/ objectives.

• Recommend and work closely with the product team on product developments and implementation with respect to cash and trade products and services across QNB Group and harmonize the initiatives with the transaction banking business objectives of the Head Office (HO).

• Manage all financial and performance management reports to ensure effective monitoring of the business performance and meeting of all financial targets

• Provide timely and accurate information to the external and internal auditors and the Compliance function as and when required.

• Work closely with Cash and Trade Products to drive the capability development (Global product/credit programs) relating to trade products and cash management solutions based on market and client readings

• Work with HO and Country Managers, to support the business objectives of the Cash and Trade business.

• Ensure that any internal disputes are resolved promptly and sufficiently.

• Is responsible that activities of the Department are well documented as per applicable internal and external requirements as well as reports to the Senior Management team on the Department's performance.

• Performs any other tasks and projects as assigned by the direct manager pertaining to Corporate and Institutional

• Banking and QNB Group activities.

Continuous Improvement:

1. Set examples by leading improvement initiatives through cross-functional teams ensuring successes.

2. Identify and encourage people to adopt practices better than the industry standard.

3. Continuously encourage and recognise the importance of thinking out-of-the-box within the team.

4. Encourage, solicit and reward innovative ideas even in day-to-day issues.

D. Learning & Knowledge:

• Raise general awareness of transaction banking, cash and trade products and services within the QNB Group.

• Help create internal presentations, customer-focused presentations, pitch books and enhance QNB’s ability to

• deliver a powerful and compelling cash and trade proposition to its current and targeted customers.

• Continuous improvement of credit knowledge, international and local markets and structuring skills;

• Continuous improvement of treasury management knowledge, international and local markets treasury advisory skills; Well-informed of the market competitive structure, industry practices and regulations in relation to cash and trade products

• Personally provides coaching and mentors employees under direct supervisions as well as those assigned by the Group's HR function to foster their professional development.

• Facilitates knowledge sharing within and across QNB Group employees as well as ensures presence of knowledge sharing systems staff and facilitate/coach them to improve their effectives and prepare them to assume greater responsibilities.

• Proactively identify areas for professional development of self and undertake development activities.

• Seek out opportunities to remain current with all developments in professional field.

• Hold meetings with staff and assess their performance and your teams overall performance on a regular basis.

• Take decisive action to ensure speedy resolution of unresolved grievances or conflicts within the team members.

E. Legal, Regulatory, and Risk Framework Responsibilities:

• Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to,

• Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control

• Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

• Understand and effectively perform your role under the Three Lines of Defence principle to identify measure, monitor, manage and report risks.

• Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

• Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

• Maintain appropriate knowledge to ensure full qualification to undertake the role.

• Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.

• Attend mandatory (internal and external) seminars as instructed by the Bank.

F. Other:

• Ensure high standards of data protection and confidentiality to safeguard commercially sensitive information.

• Maintaining utmost confidentiality concerning customer and internal bank information obtained during the course of business and provide such information on a need-to-know basis only to Senior Management of QNB, Audit and

• Compliance functions, and relevant Regulators.

• Maintain high professional standards to uphold QNB's reputation and to strengthen its market leadership position.

• All other ad hoc duties/activities related to QNB that management might request from time to time.

Education and Experience Requirements

• Bachelor's degree in Finance, Banking, Economics, Accounting, Business Administration, Marketing, Information Technology, or a related discipline. An MBA or other relevant Master's degree is highly preferred.

• Minimum of 15 years of relevant banking experience, preferably gained within leading international financial institutions.

• Proven track record of at least 5 years in Cash Management Sales and 5 years in Trade Finance Sales, with demonstrated success in business development, client acquisition, and revenue generation.

• Extensive experience leading sales teams within a regional and/or global environment, including management of both direct and matrix reporting structures.

• Strong international exposure with coverage across a minimum of two geographical regions (Europe, South Africa and/or Asia), with Middle East experience being mandatory.

• Demonstrated expertise in Treasury Advisory and Cash Management Solutions, including direct engagement with corporate treasurers and multinational clients.

• Proven ability to structure and deliver both standard and complex cash management solutions tailored to client needs.

• Deep knowledge of Trade Finance and Structured Solutions, including Open Account Trade Finance, Structured Trade Finance, Commodity Finance, Inventory Finance, and other working capital solutions.

• Must possess hands-on experience in transaction structuring, credit assessment, credit proposal drafting, and end-to-end deal execution and implementation.

• Formal credit training or professional credit certification is mandatory, supported by strong credit analysis and risk assessment capabilities.

• Strong leadership and people management skills, with a proven ability to develop, motivate, and lead high-performing teams in a dynamic and multicultural environment.