Manager- Trade Sales & Cash Management

Role       : Manager- Trade Sales & Cash Management
Location : Dubai                            
Role Purpose:

• To work with Head of BBD Trade Sales & Cash Management in order to maintain and promote the Trade Finance & Cash Management sales business in line with the country.
• To manage and take end to end responsibility for the Trade Finance & Cash Management sales business based on the assigned segment and to meet / exceed sales goals and targets in respect of revenues and volumes.

Key Accountabilities of the role      

• To ensure that Trade Finance & Cash Management Sales revenues and volumes targets are achieved/exceeded in assigned portfolio / region.
• Planning the sales strategy and wallet sizing to maximize earnings across the BBD RM Managed customer base.
• Cross sell GTB products/services (cash – payments & collections, eChannels, Imports , Exports & Guarantees , Open A/c Finance).
• To monitor, track and report on sales activities on a periodic basis and to ensure action is taken to meet sales targets.
• Closely work with RM’s / UH to promote Trade & Cash Management offerings in ADIB to significantly increase transaction banking business in BBD Portfolio.
• Do at least 5 Joint Sales calls with Client Coverage Team Members in a week
• Ensure call reports are submitted after client calls with identified opportunities / actions on CRM.
• Get related pricing or transactional approvals/waivers based on business justification (volumes, values, utilization, etc..).
• Participate in conferences and industry specific meetings gaining knowledge of the market and the competition capabilities.
• Maintain Regular Communication: Ensure consistent and proactive communication with clients to enhance portfolio growth and client satisfaction.

Portfolio Growth and Financial Targets:

• Achieve Portfolio Growth: Manage the portfolio to achieve growth in Trade Fee Income and overall financial targets.
• Ensure Yearly Growth: Ensure portfolio growth compared to the previous year.
• Identify Cross-Selling Opportunities: Identify and capitalize on cross-selling opportunities to increase revenue.
• Increase Product Penetration: Increase the number of products per customer.
• Implement Growth Strategies: Develop and implement strategies to maximize portfolio growth while mitigating risk.
• Track Sales Performance: Monitor and analyze sales performance metrics to identify areas for improvement.
• Leverage Data Analytics: Use data analytics to identify high-potential clients and target them with personalized offers.
• Organize Sales Events: Plan and participate in sales events to generate leads.
• Maintain a Strong Sales Pipeline: Ensure a robust sales pipeline for new business opportunities.

Team Collaboration and Support:

1. Support Team Efforts: Provide support to the team across all areas of responsibility.
2. Follow Management Instructions: Adhere to instructions from line managers and complete assigned tasks efficiently.
3. Work Flexibly: Be prepared to work in multiple locations as needed.
4. Utilize MIS/CRM Software: Use MIS/CRM software to manage client relationships and sales activities.
5. Monitor Cross-Selling Performance: Analyze cross-selling performance and identify areas for improvement.
6. Refine Approaches Based on Feedback: Use customer feedback to refine cross-selling approaches and enhance satisfaction.

Portfolio Risk Monitoring:

1. Maintain Risk Awareness: Stay informed about risk parameters (AML, ADIB compliance, PPG , SOP, P&P, CB regulations).
2. Ensure Compliance: Provide necessary information and documents to the compliance department.
3. Identify Potential Risks: Identify and assess potential risks or suspicious activities.
4. Monitor Transactions: Monitor customer transactions for risk or non-compliance patterns.

Implement Risk Mitigation Strategies: Develop and implement strategies to mitigate risks and protect the portfolio.
 

Specialist Skills / Technical Knowledge Required for this role:
 

Education:

• Bachelor's degree in Finance, Business Administration, or a related field.

Experience:

• Minimum of 10 years in banking or financial services, demonstrating a proven track record of success.
• Comprehensive knowledge of anti-money laundering measures, compliance policies, and central bank regulations, Documentary Trade Finance (all products) Open Account Financing, Cash Management Solutions
• Outstanding communication and interpersonal skills for superior client relationship management.
• Demonstrated ability to coordinate and ensure meticulous documentation compliance with organizational policies.
• Expertise in resolving customer complaints and delivering exceptional customer service.
• Extensive familiarity with risk monitoring, due diligence, and maintaining customer records in strict compliance with regulations.
• Strong team player with the capability to collaborate effectively with internal teams and business partners.
• Adaptability to work in multiple locations based on dynamic business needs.
• Knowledge of ADIB policies and procedures, PPG & SOP is a significant advantage.
• adherence to line manager instructions and the ability to efficiently handle diverse tasks assigned by management.
• Knowledge of Islamic banking & especially local UAE market.
• Oral and written communication, sales, leadership, negotiation and presentation skills.
• Cultural sensitivity and adaptability.

Previous experience required (if any)

• Minimum of 10 years of experience in banking or financial services, put of which last 7 years in a front office sales position in a similar role and preferably in an Islamic Institution.