Social network you want to login/join with: The primary objective of the role is to drive trade revenues by winning new mandates and maximizing utilization of existing facilities with target clients from the UK and Europe. The role is based in Mashreq Bank, London Branch.This role has responsibility for trade sales and solutioning for corporate trade clients. It covers locally booked deals for clients from the UK, Europe and offshore locations wishing to avail trade services in London as well as originating and referring business to other Mashreq network locations. The role also cross-sells cash management services and assists in product development.The role includes responsibility for account planning, prospecting, solutioning, pitching and facility utilization across both Documentary and Open Account trade products.Globally, the Bank’s Documentary Trade products and services include Import Letters of Credit, Back-to-Back LCs, Inward Collections, Export Letter of Credit Advising and Confirmation, Outward Collections, Trust Receipt Loans (Documentary and Open Account), Short Term Trade Loans, Export Bill Discounting (Bank and Customer Risk), Bank Guarantees / SBLCs, Islamic Documentary Trade Finance.Open Account Trade products and services include Factoring and Receivables Financing (Recourse/Non-Recourse), PDC Discounting, Invoice Discounting, Payables Finance, 2-Factor Import and Export, Invoice and Cheque Monitoring, and other ancillary services.Mashreq supports a wide range of transactions from traditional flow trade to structured trade deals and large open account financing programs. The Bank drives an ‘origination to distribution’ model for large trade exposures which can be sold down through a distribution desk run by the Bank’s Investment Banking Division. A large FI network also supports the ability to take risk on banks LCs issued by importers banks across key regions.Achieve Sales Targets – achieve overall revenue/utilization targets by identifying and capturing business with high value targets, maintaining pricing discipline on fees, margins, and capital returns, and ‘repeat selling’ to capture ongoing flows under established credit lines. Includes cross-selling cash management services in the network and taking local deposits.Develop Sales Strategy – work with Coverage RMs, Trade colleagues across the network, the Trade Sales Head, and Product Management to identify the highest opportunity areas. Prepare Account Plans – develop specific account plans for high opportunity names including target opportunities, revenue potential, and action steps to capture the opportunity.Drive Sales Calling – maintain a high activity calling program to maximize your sales funnel.Confirm understanding and position the Bank’s offerings where appropriate and relevant. Facilitate Product Innovation – provide feedback to Product team on competitor offerings client needs, and performance/capabilities of existing products to identify new opportunities for new product development, customization, or improvement.Support Credit Approvals – work with Coverage colleagues to prepare Credit Papers and seek ‘in-principle’ and formal credit approval from the credit function (i.e. Wholesale Risk Management or WRM).Drive Facility Utilization – ensure completion of all contracts and paperwork for facility setup and deal activation. Follow up with client to ensure that facilities are utilized for the expected exports/imports/inventory or working capital needs. Actively pitch for ongoing business and monitor volumes, facility utilization and revenue reports.Maintain Sales Disciplines – always complete call reports after each client interaction, update the deal pipeline through all steps in the deal life cycle, seek deal approvals as part of the credit approval and Deal Review processes.Read relevant articles to stay up with trade and supply chain developments and financing practices. Sales Targets – new business, revenue growth, assets, utilization, capital return targets, and cash management cross-sell.Facility Utilization – overall utilization of facility limits and programs.Sales Compliance – adherence to GTB and bank compliance frameworks.10-15 years of trade sales experience covering both documentary and open account trade for major corporates in UK and Europe.~ Strong product knowledge in both documentary and open account trade products.~ Track record developing a pipeline from scratch and driving new client acquisition.~ Evidence of maintaining a continuous focus on clients to achieve high facility utilization.~ Strong communication and relationship management skills.
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