Senior Manager Cash Mngt Sales, Treasury Advisory.GTB-Cash Sales, Acct Mgmt & Impl-CIBG.Corporate & Investment Banking Group

Overview

This role has responsibility for cash management sales and solutioning for CIBG and IBG clients.

Serve as a trusted advisor to CFOs and Treasurers on cash flow optimization, liquidity structuring, and treasury best practices.

Conduct in-depth treasury diagnostics covering collections, payments, liquidity, and account structures.

Recommend tailored solutions aligned with clients operating models, geographies, and risk profiles.

Support clients on treasury transformation initiatives, including process optimization and digitization.

Design complex cash management and liquidity structures, including centralized collections, payment hubs, and liquidity optimization models.

Provide advisory input on regulatory, operational, and structural considerations impacting treasury setups.

Drive revenue through value-led advisory engagements rather than transactional selling.

Support RFPs and complex mandates where advisory credibility is critical to winning business.

The role is accountable for delivering new business and portfolio revenue growth and includes responsibility for account planning, prospecting, solutioning, pitching and revenue realisation.

Operating locations in the region where local GTB cash products are offered include the United Arab Emirates, Qatar, Kuwait, Bahrain, Oman, and Egypt.

This role works closely with the central product team in UAE to structure more complex solutions.

Key Responsibilities

• Achieve Sales Targets – achieve overall revenue and liability targets by identifying and capturing business with high value targets, maintaining pricing discipline on fees and interest margins, and following through to ensure expected transaction volumes and liabilities are realised.

• 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 colleagues, the Regional Sales Head and Product Management to focus your efforts on the highest opportunity areas. Identify the value propositions most likely to resonate with target clients.

• 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 high activity calling program to maximize your sales funnel.

• Understand Client Needs – understand key client needs, hot buttons and pain points through a consultative selling approach. Confirm understanding and position the Bank’s offerings where appropriate and relevant. De-prioritize low value or ‘poor fit’ opportunities.

• Develop Solutions – collaborate with 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 to identify new opportunities for new product development, customisation, or improvement.

• Pitch Presentations and Proposals – prepare well-crafted proposals and presentations that clearly articulate solutions matching the specific needs of the client. Pitch solution to the client.

• Secure Mandates – follow up to fine tune proposed solutions, clarify issues and respond to questions, and refine pricing where necessary to secure the mandate.

• Drive Revenue Ramp – ensure completion of all contracts and paperwork for deal activation. Engage Implementation team for larger deals and ensure a proper handover. Stay with the deal and periodically attend client meetings to ensure the client is happy and the implementation is progressing well. 

• Maintain Sales Disciplines – always complete call reports after each client interaction, update the deal pipeline through all steps in the deal life cycle, seek deal approvals as part of the Deal Review process.

• Maintain Expertise and Knowledge - work closely with Product to stay abreast of the latest products, features and capabilities. Read relevant articles to stay up with treasury and cash management practices.

Key Measures

• Sales Targets – new business, portfolio revenue growth, and liability targets.

• Solutions – innovative solutions developed and implemented.

• Revenue Realisation – percentage of new business value fully ramped.

• 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.

Problem Solving

• Taking an analytical approach to identifying new opportunities in the market based on knowledge of target industry, clients, needs, wallet potential, and core value propositions.

• Exploring both explicit and implicit client needs to structure appropriate solutions. 

• Problem solving for specific deals and solutions where ‘out of the box’ thinking and/or customisation is required.

Collecting data to justify and influence new product development rather than just saying ‘client X needs this’.

Decision Making Authority

• Responsible for developing own pipeline, executing deals and achieving sales targets.

• Primary responsibility for structuring and pricing own solutions.

• Decisionmaker on day-to-day prioritisation of sales activity and deals.

Knowledge, Skills, Experience

• 5–7 years of experience in cash management, transaction banking, or treasury advisory, preferably within a bank or financial institution.

• Deep treasury and transaction banking expertise with strong analytical and problem-solving capabilities.

• Ability to translate complex treasury concepts into actionable client solutions.

• Credible executive-level presence and consultative communication style.

• Proven experience in an advisory or solution-oriented sales role servicing corporate clients.

• Strong understanding of liquidity management, collections, payments, working capital, and treasury structures.

• Foreign banking experience is a plus especially with banks with strong cash management capabilities in the UAE and the middle east.

• Track record developing a pipeline from scratch and exceeding sales targets for new corporate clients.

• Strong examples of having developed out-of-the-box cash management solutions.

Strong communication ability and executive impact.