To work with the Client Coverage (CC) and Regional Head of Banks and Sales teams of Banks for developing the cash management and trade solution sales plans in line within overall Business Plans.
To structure cash Management and trade solutions and to sell products and services to new and existing customers in the integrated manner to the Financial Institutions (Banks) and meet/exceed sales goals and targets in respect of revenues and volumes in his assigned country/countries.
Key Responsibilities
Responsible for the Cash & Trade business for Banks in UAE and possibly 1-2 smaller markets.
To undertake market situation analysis to identify new business opportunities in co-ordination with Product Management and Credit.
To understand customers' businesses and to anticipate the requirements through a consultative selling process. To match customers' needs with product capabilities through presentation of tailored demonstrations and proposals. To negotiate terms and conditions with customers to maximise revenue and profitability.
To provide structured solutions to meet the specific cash management and trade services requirements of our customers and prospects.
To undertake a disciplined product-oriented sales management process. To monitor, track and report on sales activity on a periodic basis and to ensure action is taken to meet sales targets.
To train other Business Development Managers in product knowledge, provide technical product expertise and conduct joint calls to ensure joint sales goals are met, new revenue opportunities are identified and customer feedback on product and competition is obtained.
To assist product management and development in strategic product rollouts.
To provide feedback and assistance to all areas of transaction banking; e.g., Product Management, Marketing, etc. to ensure that the voice of the customer and local requirements are incorporated into ongoing plans and initiatives. To keep abreast of customers' needs, trends and product/market intelligence for new product developments/enhancements, strengthening SCB's competitive position in this field.
To ensure smooth deal implementation and adherence to high levels of service quality.
To identify opportunities of Geographical Breadth and Product depth and referrals to other SCB lines through developing a good understanding of client needs.
Facilitate customer service issues and to ensure a high level of post sales service is made available to the clients at all times.
Maintain on going contact with customers to ensure targeted level of utilization.
To monitor the progress of regional implementation team for FI products.
To prepare customized proposals and standard marketing handouts for structured products.
Know How & Experience
8 to 10 years of banking experience and at least 3 years of hand-on experience in the Financial Institutions sales/relationship management field.
Experience in senior level client management, sales territory management and managing people and teams is important, as is interpersonal skills, presentation and negotiation skills, oral and written communications. Understanding of the bank operations, treasury, trade finance, money markets and regulations on a local and regional level is needed. Have a good knowledge of the Groups Policy, Standards, local regulations and legislation of the prevention of money laundering.
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