Director, Corporate Origination & Business Development

Job Purpose

Originate new corporate relationships and build a robust and sustainable corporate banking portfolio for Mashreq bank in India. This has to be done within the ambit of Mashreq Bank, India strategy which looks at dealing with leading Indian companies having a presence in the GCC market and with GCC clients having operations in India. Mashreq Bank-India seeks to support such corporate clients mainly for their trade flows especially with GCC & OECD countries. The major products and services to be offered are Trade Finance & selective offshore finance.

Key Result Areas

• Identify and segment target corporate clients and develop a sustainable corporate banking business for MB in India.
• Develop and maintain strong relationships with decision - makers in Mashreq Banks (MBs) existing/target corporate commercial relationships, to originate business to meet financial targets.
• Review the portfolio in a timely manner, establish appropriate account plan, and recommend appropriate credit facilities in line with the banks credit policy to maximize earnings while containing risk to an acceptable level, and achieve a satisfactory rating on portfolio quality and credit management processes.
• Review and initiate policy changes, as necessary, to suit evolving business conditions.
• Manage the day-to-day tasks of the Unit, and train, develop, motivate and evaluate the Units team.
• Co-ordinate with concerned Groups and divisions across the bank to ensure timely and efficient delivery of required services need in providing corporate banking products & solutions to clients.
• Keep up-to-date with the Market, Regulatory, Competitive Environment and Industry.
• Responsible for all regulatory obligations pertaining to the corporate banking business in India including priority sector lending.
• Provide leadership and guidance to the assigned Relationship management and credit support team in India.

Operating Environment, Framework and Boundaries, Working Relationships

• Highly competitive and relatively risk oriented market with competition from major Local/Regional/International banks.
• The incumbent functions within identified market segments and geographical boundaries and is required to adhere and comply with :

1. Local regulatory norms prescribed by the RBI & also global regulations as applicable.
2. MBs internal credit, operational and risk management policies and manuals.

• Working relationships.

Internal: IBG, CBG Marketing, Risk Management Unit, Credit Admin. FID, RMD, Operations and TSD.

External: Corporate clients, regulators (as needed) Legal Counsels, Trade bodies etc.

Problem Solving

• The job involves a certain degree of entrepreneurial streak in terms of setting up a new business right from scratch within a pre-approved framework. Given that the business would entail taking credit risk exposure on a new business segment in India, it involves sound the risk management traits. Perseverance in dealing with internal stakeholders across different cultures and also dogged determination while onboarding new clients.
• The nature of the business demands hands-on relationship management required to ensure effective and timely delivery of the banks services/products to clients through proactive interaction across the bank, to attain desired level of customer satisfaction.
• Follow-up and close monitoring of all existing relationships is necessary to ensure satisfactory account conduct, early rectification of various related issues, in addition to revenues generation.
• The job requires an in-depth understanding of the best practices in corporate banking and knowledge about the local banking market and regulatory framework.
• The incumbent resolves on-going issues regarding training, development and motivation of team members.

Decision Making Authority & Responsibility

• Achievement of budgeted revenues and profit while maintaining low risk portfolio rating.
• Escalate any significant development to the line manager.

Knowledge, Skills and Experience

• Strong grounding in corporate relationship management and track record of independent handling large and mid-sized clients.
• Complete knowledge and clear understanding of the Banks credit policy and operating systems as well as local regulations.
• Strong credit knowledge and marketing skills mandatory.
• Knowledge of the regulatory framework in India including all relevant RBI guidelines for the corporate banking business.
• Thorough awareness of various banking products / services particularly trade finance, depth products & Fx, forwards.
• Excellent communication and analytical skills with ability to perform as a team player.
• Proven leadership qualities is an imperative, together with strong inter-personal and communication skills and ability to work in a cross-cultural environment.
• A CA/MBA is preferred with minimum corporate relationship management experience of 10-15years.