For Recruiters

Head of Liabilities & Cash Sales, GTB

Arab Banking Corporation
Bahrain, Manama
Posted about 7 hours ago In-Office Permanent Competitive
R
Posted by
Ronza Saif
Recruiter
The ideal candidate will be responsible for promoting Cash Management solutions to clients and provide input to the product management team for creation and enhancements of new product offerings. In addition, the candidate will be responsible to promote growth of Liabilities, Payment, Receivables and Liquidity Management products for the MENA region and to contribute with new propositions to enrich corporate deposits solutions to aggressively growth CASA balances and to promote corporate’s stable deposits.

The candidate will need to actively participate and contribute on building the digital capabilities of the Bank through a strong understanding of the digital landscape and its evolution in the banking industry and how this has impact on the overall customer experience. She/he has to ensure team members and internal partners have the appropriate knowledge, capability, information, support and commitment needed, to deliver best in class services that meet the needs of clients and comply with relevant strategies, plans, policies, procedures, standards, processes, regulations and risk parameters.

The candidate will help to establish Bank ABC as a well-recognized modern bank in the field of Cash Management throughout the MENA region, increasing the level of transactional and working capital business that new and existing clients undertake with Bank ABC while establish rapport with potential new to bank clients. Through active client calling, the candidate is expected to have strong client network across the markets, ultimately leading to increase of client base. In addition to this, the candidate will support the Regional Head of Cash Management Products- MENA with the planning, strategy and change requirements of the Cash Management team. The successful candidate will have strong reputation in the market, a track record of delivering against financial targets and be looking for the challenge of developing Bank ABC as a well recognised cash management bank in the region.

Principal Accountabilities

In terms of the responsibilities required for the successful delivery of the function, the following apply:

Group accountabilities:

  • Contributing to One Bank ABC: As a member of the specific Transaction Banking Unit execute the 'One Bank ABC' strategy, actively collaborating with colleagues across borders, across clients and across products, to deliver a coordinated and seamless 'One-Bank' to the client experience
  • Managing Operational Performance: Proactively plan, organize and deliver work responsibilities efficiently and effectively, where required allocating tasks to team members, agreeing delivery timescales, monitoring progress and providing management information, to deliver sustainable growth and profitability in line with strategic objectives and risk parameters
  • Enhancing Operational Efficiency and Effectiveness: Manage the development and implementation of changes to the specific Transaction Banking Unit, working with colleagues to continuously identify and embed innovative improvements, that ensure the Unit operates increasingly effectively, efficiently and integrally in line with performance objectives and risk parameters
  • Advancing a High-Performance Culture: Encourage and support a high performance, continuous learning and client centered culture, demonstrating Bank ABC's values and behaviors, to unite and motivate all staff to perform at their best and strive to deliver sustainable success for Wholesale Banking and Bank ABC
  • Leading and Managing People: Set expectations and manage, monitor, coach and develop team members, providing support and guidance, to ensure that they maximize their performance, meet the required standards, and continuously develop their capabilities and experience

 

Principal Accountabilities

In terms of the responsibilities required for the successful delivery of the function, the following apply:

Group accountabilities:

  • Contributing to One Bank ABC: As a member of the specific Transaction Banking Unit execute the 'One Bank ABC' strategy, actively collaborating with colleagues across borders, across clients and across products, to deliver a coordinated and seamless 'One-Bank' to the client experience
  • Managing Operational Performance: Proactively plan, organize and deliver work responsibilities efficiently and effectively, where required allocating tasks to team members, agreeing delivery timescales, monitoring progress and providing management information, to deliver sustainable growth and profitability in line with strategic objectives and risk parameters
  • Enhancing Operational Efficiency and Effectiveness: Manage the development and implementation of changes to the specific Transaction Banking Unit, working with colleagues to continuously identify and embed innovative improvements, that ensure the Unit operates increasingly effectively, efficiently and integrally in line with performance objectives and risk parameters
  • Advancing a High-Performance Culture: Encourage and support a high performance, continuous learning and client centered culture, demonstrating Bank ABC's values and behaviors, to unite and motivate all staff to perform at their best and strive to deliver sustainable success for Wholesale Banking and Bank ABC
  • Leading and Managing People: Set expectations and manage, monitor, coach and develop team members, providing support and guidance, to ensure that they maximize their performance, meet the required standards, and continuously develop their capabilities and experience

 

Business accountabilities:

Income Generation/Sales- 75%

Delivering against financial and customer objectives, by:

  • Focusing on clients (both existing & NTB) to promote our transaction banking capabilities and be recognised as a trusted advisor. Promoting and offering the suite of local, regional, and global Cash and Liquidity Products
  • Leveraging your existing client network to promote the cash management products of Bank ABC in Bahrain to clients across the MENA
  • Building and developing an internal network within the region, particularly with AFS/ Group entities
  • Working collaboratively with the Global Transaction Banking/Cash Management Team, in particular those in Europe, Singapore & the USA
  • Targeting prospective clients to develop new banking relationships and win new business
  • Adhering to pricing policies for, credit balances & payment and collection services
  • Be jointly responsible for P&L of Liabilities products (including increasing revenue through balances, book build up, reducing loss of overnight balances, managing offered rates, FTP negotiation with TSY, etc.)
  • Contributing with concrete product propositions to enrich the Bank’s corporate deposits solutions with specific focus on increasing CASA balances and the promotion of customer’s stable deposits
  • Actively participating on building the new digital banking capabilities towards the modernization of the Bank’s products and services in coordination with the digital teams and with the engagement on customer’s co-creation/co-development programs.

Adherence to Sales Management Disciplines - 10%

Delivering objectives, by:

  • Call Reporting – completion of report for every client call
  • Account Planning – support Coverage RMs and your Transaction Banking colleagues to have in place Client Planning document for key portfolio relationships
  • Marketing Activities – Actively support all client industry events.
  • Marketing materials- Work closely with GTB Products/ Corporate Comm to create sales pitch decks, client proposals and RFP content.

Team Working – 15%

  • Seek, share and embed best practice within the team
  • Monitor industry, market, competitor, evolution of the digital landscape and regulatory trends to ensure that opportunities are identified while appropriate plans are implemented to mitigate all associated risks
  • Participate fully in Performance Development- join industry seminars, conferences, customer polls, contribute into award submissions while undertake relevant training and courses to remain upto date
  • Drive all channels for sourcing of new liability balances and create cross sell opportunities for existing products both through digital and manual channels for WB client base.

Job Requirements:

Knowledge:

  • Business skills / ability to analyse client needs
  • Commercial effectiveness / ability to prioritise, market, follow up and close transactions
  • Interpersonal skills/ ability to manage face-to-face client marketing/ presentations professionally
  • Excellent understanding of the full suite of cash management and liquidity products
  • Technical product knowledge 

Education:

  • Graduate degree (Banking, Finance, Business, IT or related discipline)
  • Advanced/Professional qualification (or similar experience- Ex: CertICM

Experience

  • Significant post qualification experience in Transaction Banking/ Cash Management, including product & sales management and development (at least 8 years)
  • Successful proven track-record of managing Liabilities and Cash Management solutions to corporates
  • Successful proven track-record of excellent relationship management across global organisations
  • Experience of delivering stretching business goals in a challenging and changing environment

Knowledge of the Bank’s products, services and policies required to undertake the role:

  • Detailed understanding pricing matrices
  • Knowledge of Bank ABC’s all WB & Retail banking products
  • SWIFT knowledge including all standards and ISO XML transition
  • An understanding of policies and procedures across the Group relevant to our market.
  • Comprehensive understanding of the impact of economic environment on customer’s needs and business.
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