Director - Corporate Origination & Business Development

Job Purpose:

To prospect, identify, and on-board new to bank borrowing relationships in-line with Mashreq Bank’s growth strategy. These shall have to fit in the respective Target Market and Risk Acceptance Criteria of Mashreq New York’s approved Corporate Banking strategy.

Key Result Areas:

• Be an ambassador for Mashreq Bank and develop the bank’s profile in the local / International business for US based Corporates. Primary responsibility shall be originating and delivering Mashreq Bank products and services for these corporate banking customers.
• Identify key contacts at potential client companies to establish and foster a relationship.
• Keep abreast of market trends and manage a disciplined marketing process by identifying steps/strategies necessary to effectively initiate relationships with prospects.
• To build a proprietary understanding of each client’s financial needs/issue agenda; originating and assisting in the execution of innovative deal solutions with and through sector and product partners.
• Fully dimension the client’s wallet and identify/create opportunities for Mashreq to deliver customized solutions.
• Structure the client’s requirement ensuring optimum Risk Adjusted Return on Capital performance across business and credit cycles, while setting and meeting Mashreq’s revenue, cross-sell and capital management objectives.
• Owning the entire credit process from timely preparation of the credit proposal to obtaining the credit approvals and subsequent documentation and onboarding.
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime and regulatory risk.
• Achieve business targets for new-to-bank, profitability, deposits growth, income growth and cross-selling.
• Ensure all relevant control measures are undertaken to minimize the risk exposure.
• Track and monitor deal flows, liaising such that vital business reports are prepared and available on a timely basis.
• Maintaining close contact with coverage, product and risk specialists within Mashreq Bank.
• Build a network of business introducers in the local professional and business community.
• Competitive, dynamic, volatile and minimally regulated business environment with low entry / exit barriers.
• Operate within well-defined and demarcated business areas.
• Effectively liaise with superiors and direct reports within the business unit, Wholesale Risk Management and related support units to achieve business objectives
• Maintain close working relationship with clients to ensure in-depth understanding of business to reduce risks and maximize earnings.
• Ensure compliance to internal and regulatory requirements on operations, business development and credit standards.
• Plan and implement appropriate client planning activities covering a diversified range of products including treasury, insurance, investments, payment and cash management, private banking and so on.
• Resolve internal issues to ensure effective and timely delivery of the bank’s services / products to clients
• Achieve business targets for new-to-bank, profitability, deposits growth, income growth and cross-selling.
• Fully dimension the client’s wallet and identify/create opportunities for Mashreq to deliver customized solutions.
• Structure the client’s requirement ensuring optimum Risk Adjusted Return on Capital performance across business and credit cycles, while setting and meeting Mashreq’s revenue, cross-sell and capital management objectives.
• Owning the entire credit process from timely preparation of the credit proposal to obtaining the credit approvals and subsequent documentation and onboarding.
• Adhere to structures and processes in place for the management of credit, operational, reputation, financial crime and regulatory risk.

Knowledge, Skills and Experience:

• Minimum 10 years of experience in credit and customer relationship management in the banking sector with minimum 1-3 years exposure to Investment Banking
• Mature and independent mindset, able to work effectively under pressure
• University level education preferably in business, finance or related discipline
• Sound credit analytical skills and profound knowledge in various corporate banking products
• Strong networking, leadership and management skills
• Strong commercial orientation with acute interpersonal skills
• Innovative – willing to develop a detailed understanding of client issues/needs and develop ideas/solutions in response
• Strong work ethic; high energy levels; results oriented – a self-starter prepared to take the initiative to identify and/or follow issues through, whilst exercising judgment as to when to seek assistance.
• Natural Team Player - Having an adaptable/flexible approach; willing to work in a co-operative manner to fulfill client and internal requirements