Director, Transaction Banking Sales

Job Summary

This role will support the coverage team in expanding Transaction Banking (Cash) product penetration in the region, providing insights to target new business. Based either in KSA or UAE to deliver value propositions and complex solutions to clients, lead product-related strategies to meet client needs, bringing market trends and information back to the team.

This role will support the coverage team in expanding Transaction Banking (Cash) product penetration in the region, providing insights to target new business. Based either in KSA or UAE to deliver value propositions and complex solutions to clients, lead product-related strategies to meet client needs, bringing market trends and information back to the team.

Create long term strategic and tactical client level strategy for assigned clients.

• Client strategy to be fed into overall account plan and aligned with the coverage partners.
• Create global calling plan and client stakeholder mapping as part of client strategy.
• Define digitization agenda in the assigned portfolio that would drive client loyalty, wallet share growth, and share of mind.
• Partner with trade distribution as appropriate to create additional capacity to deliver on client requirements.
• Identify Cash business opportunities, structuring and pitching appropriate solutions, making effective pitches, and delivering client mandates seamlessly.
• Collaborate with implementation, client management and service teams to ensure consistent and superior client experience.
• Develop jointly with the Product teams an operating plan to meet country revenue targets for cash in line with the overall Transaction Banking sales strategy.

• Deep understanding of clients’ business needs, footprint, buying centres and decision-making process.
• Owns TB Client Map for Germany and Account Plan commitments.
• Deep understanding of client ecosystem and supply chain.
• Build full access to cash and trade finance decision makers through active client calling; including procurement and trading centres, strategic sourcing, export teams, structured financing teams, channel / distribution management teams.
• Build access at operating levels within the client Trade department / divisions.

• Pro-actively lead Transaction Banking opportunity development with the Corporate Institutional Banking (CIB) team.
• Execute activities in line with TB sales pipeline policy.

• Take the lead in identifying explicit and implied client needs, engaging key influencers and decision makers, developing solutions and leading proposals and pitches to clients.
• Input into BCA's for assigned portfolio.
• Working closely with Structured Solutions Teams to develop solutions for clients (cash and trade).
• Development of trade, cash and transactional FX solutions.
• Proposal and pitches to the clients.

• Complete ownership of client level revenue for Transaction Banking.
• Introduction of Treasury Solutions team to capture strategic treasury agenda.

• Manage the execution through to revenue realisation (as per scorecard metric of completed implementation rather than deal closed).
• Use Transactional Sales team input to drive engagement with clients/other units to ensure revenue realisation if any issues surface.
• Document negotiation for new to bank business.
• Active role in credit & compliance approvals on Product Policy Governance (PPG) deviations.
• Grow utilization on Trade limits.

• Ensure that any post sales service issues identified are managed appropriately by Client Management and/or other relevant departments. (e.g. CIB, COBAM, Operations etc.).

• Deal review Processes.
• Adhere to Good Governance processes for Reverse Solicitation.
• Adhere to all pricing governance and guidelines.

• Oversee all TB Sales risks within the Country (including through BORFs & CORCs), ensuring alignment with global standards, enhancing risk metrics, advancing e-enablement and culture, and maintaining a record of successful internal and external audits.
• Comply with established sales practices related to relevant policies and behaviours, in accordance with Culture…