Head of Trade Finance Sales.Corporate Banking - London.International Banking Group

The primary objective of the role is to drive trade revenues by winning new mandates and maximising utilisation of existing facilities with target clients from the UK and Europe. The role is based in Mashreq Bank, London Branch.

Key Result Areas

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 utilisation across both Documentary and Open Account trade products.

Key Responsibilities

• Achieve Sales Targets – achieve overall revenue/utilisation 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.
• Identity Opportunities – scan the market to identify high potential prospects and opportunities within your target market/sector that are best suited to Mashreq’s product capabilities and presence.
• 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 maximise your sales funnel.
• Understand Client Needs – understand key client needs, hot buttons, and pain points through a consultative selling approach.
• Develop Solutions – collaborate with RMs, Product and clients to develop relevant solutions that meet their needs.
• Facilitate Product Innovation – provide feedback to Product team on competitor offerings, client needs, and performance/capabilities of existing products.
• Support Credit Approvals – work with Coverage colleagues to prepare Credit Papers and seek ‘in‑principle’ and formal credit approval from the credit function.
• Pitch Term Sheets, Presentations and Proposals – prepare terms sheets and/or proposals and presentations that clearly articulate solutions matching the specific needs of the client.
• Secure Mandates – follow up to fine‑tune proposed terms or solutions, clarify issues, respond to questions, and refine pricing where necessary to secure the mandate.
• Drive Facility Utilisation – ensure completion of all contracts and paperwork for facility set‑up and deal activation.
• Maintain Sales Disciplines – always complete call reports after each client interaction, update the deal pipeline through all steps in the deal life cycle.
• Maintain Expertise and Knowledge – work closely with Product to stay abreast of the latest products, features, and capabilities.

Key Measures

• Sales Targets – new business, revenue growth, assets, utilisation, capital return targets, and cash‑management cross‑sell.
• Solutions – innovative solutions developed and implemented.
• Facility Utilisation – overall utilisation of facility limits and programmes.
• Product Innovation – new ideas, products or enhancements championed.
• Sales Compliance – adherence to GTB and bank compliance frameworks.
• Teamwork – effective collaboration with clients, Product and Coverage.