Senior Manager – Global Transaction Banking Sales (Cash and Trade)

Job Purpose Summary:

The roles and its primary focus will be business development and marketing of the banks existing product base. The incumbent is responsible for identifying Cash Management opportunities and Trade Finance opportunities through understanding the client's business model, including operational and financial processes and working capital and treasury management needs. Cash Management includes all payments, collections, liquidity management solutions. Trade Service businesses include traditional and Open Account trade products. The incumbent will provide customer centric banking solutions and services to meet customer needs and improve the client experience. The role has annual revenue targets and other quantitative and qualitative KPIs, contributes to the GTB department objectives in terms of growing the customer base, increase revenue and transaction volumes in compliance with established QNB Group policies, regulatory requirements, and best market practice. The role reports to corporate banking management domestically and to the global GTB business.

Essential Duties & Responsibilities by Dimensions:

Shareholder & Financial:

• Responsible for QNB in-country timely and quality planning of sales plan of transaction solutions to contribute to department's revenue, profitability for Cash Management and Trade Finance. Works towards delivering set targets in line with Global Corporate and Institutional Banking strategic directions and applicable policy guidelines.
• Works with country corporate management team in achieving unit's budget and implementing of group approved business plans for the unit and overall objectives of the QNB group with direct P/L ownership, including growth of transaction fees, as well as growth of Trade assets and CASA balances.
• Observes and promotes cost consciousness and efficiency, and enhance productivity, to minimize costs, avoid wastes, and optimize benefits for the bank.

Customer (Internal & External):

• Is responsible for collection of market information on competitor actions, customer preferences as well as market/business development.
• Formulates and proactively implements the sales and marketing strategy that enables QNB to achieve its plans in relation to Cash Management and Trade Finance business.
• Is responsible for client and market data analysis as well as preparation of meaningful and actionable results aimed for enhancement of GTB offerings as well as preserving and increasing the market share.
• Works closely with in-country RMs in identifying cash management and trade finance opportunities from corporate clients and regular follow-ups to close the product sales.
• Proactively monitors results of sales activities and provides any feedback on review of plans.
• Regularly interacts with customers and other relevant market participants to gather feedback on the GTB products and services as well as provides this information to the parties concerned.
• Demonstrate thought leadership in developing new solutions, in relation to GTB to complement Global Corporate and Institutional banking business growth
• To assist customers in all their queries on Bank's product and seek solution to their requests.
• Working with group GTB team to develop in country product solutions which meet corporate client and market requirements
• Increase adoption of digital channels and increase straight through processing and improve the efficiency in order to maximize the shareholder benefits
• 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.

Internal (Processes, Products, Regulatory):

• Based on market research data as well as customer feedback provides valuable inputs to Group cash management and trade services product development team based in H.O for product development requirements.
• Provides on-going support to existing customers of cash management and trade finance services usage as well as ensures consistent client follow-ups.
• Is responsible for preparation of country sales/marketing plan, road shows/customer workshops to promote awareness of cash management and trade finance products and services.
• Responds to Request for Proposals (RFPs), assessing customer needs and recommending effective approach as well as pricing structure. Ensure RFPs as and when received from customers in country are well coordinated with GTB Sales, Product and Services and Implementation team to ensure best offers made to win deals.
• Supports Relationship Managers in their selling efforts by providing expertise and structuring know-how.
• Performs verification of information on assigned customers activities to ensure correctness of data.
• Is responsible for preparation and delivery of periodic as well as ad hoc MIS reports on personal and unit performance. Reports on a regular basis with group reporting.

Learning & Knowledge:

• Ensures that he/she keeps abreast with latest technical, financial, industry and market developments affecting job responsibilities in particular and the business and operations of the bank in general.

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.

Education/Experience Requirements:

• University graduate with a Major in Marketing, Banking, Finance, Accounting, Economics, Business Administration or Information Technology (related field of study). Masters Preferred
• At least 8 years of relevant banking experience, preferably with at least 2 years at banking within a highly rated international bank preferred.
• Sound Cash Management experience, typically acquired through 2-3 years of experience in Cash Management and /or related filed.
• International corporate banking experience is preferable.
• Fluency in English.
• Solid technical knowledge of the bank's operations, transaction cycles, payments/ collection processing, bank account information, SWIFT transmissions related to corporate and retail bank accounts.

Required Special Skills:

• Excellent oral and written communication skills (including report writing) in English
• Understanding of relevant laws, regulations and practices pertaining to corporate banking products and services in particular and Banking Industry, geography in general
• Good understanding of in-country GTB customer base, it's needs and expectations
• Strong analytical skills with ability to communicate both verbally and in writing
• Problem solving abilities as part of relationship and technical knowledge of outstanding issues.
• Proficiency in PC programs: Ms Word, PowerPoint, Excel and other relevant applications
• Self-motivated, hard work and strong believe in teamwork environment.

Operating Environment/ Location:

• The reference position is based in assigned country location
• The position involves liaison with other QNB Divisions, Departments and functional units. QNB Group entities.
• The position involves regular and proactive interface with local and foreign clients of QNB group.

Framework and Boundaries:

• The reference position involves liaison with other QNB Divisions, Departments and functional units. QNB Group entities.
• QNB Group (credit, operations, legal, financial, compliance and audit) policies, procedures, instructions and practices
• Regulatory pronouncements of the applicable international regulators – i.e. IMF – Basle conventions, OFAC.
• International Banking Industry standards, norms and practices, specially standards related to transfers, payments, SWIFT, local clearing, checks payment cycle, Foreign Trade and professional corporate client services.

Communications and Working Relationships:

• Requires regular interface, coordination, liaison and synergy with officers and staff of the GCIB.
• Liaises with other functions/ departments (IT, Operations, business support and any other relevant functions) on technical integration, customer service and support issues.
• Liaises with consultants, advisers and professional industry experts; suppliers; third party service providers.
• Daily communication with corporate clients for project updates, cash management products, functions, promotions, resolution of problematic issues, and
• Coordinate Responses to local/ International RFPs related to Cash Management with Senior Manager Transaction Banking.
• Continuous communication with VP Transaction Banking, market business analysis and frequent dynamics and changes in local banking industry.