Trade Commercialization Manager Job In Dubai

Key Responsibilities

Achieve Sales Targets – achieve overall revenue and liability targets by identifying key segments for RM led trade sales, providing the tools to support sales, reviewing and monitoring deal flow with the RM Unit Heads, tracking expected transaction volumes, assets and utilization to ensure revenues are realised

Identity Opportunities – scan the market to identify high potential industry segments and opportunities within the middle market that are best suited to Mashreq’s product capabilities

Develop key value propositions most likely to resonate with target clients based on common needs

Develop Solution Packages – work with Sales and Product Management to position appropriate services with corresponding fact sheets, proposals, pricing, pitch books, and solution FAQs

Train the RM Salesforce – prepare training materials and run training sessions to educate RMs on key products and services, qualifying questions and ‘elevator’ pitches

Drive Sales Calling – agree calling targets with Unit Heads and track and publish leagues tables to promote competition amongst RMs

Devise Marketing Campaigns – develop marketing campaigns (advertising, articles, webinars, conferences) to drive awareness amongst the target client base and RM community re the value of Mashreq’s product offering and solutions

Drive Product Innovation – seek regular feedback from the RM community and provide feedback to the Product team on competitor offerings, emerging client needs, and the performance of existing products in the market to identify opportunities for new product development, customisation, or improvement

Build and Maintain RM Support Tools – establish a dedicated site to house sales support materials and establish support mechanisms (hotline, common email mailbox, access to SMEs, etc.) to promote a culture of efficient self-service. Periodically check with RM community on effectiveness of tools

Drive Revenue Realisation – monitor overall time to revenue, volumes, and the utilization of credit facilities set up to capture trade flows. Create reports and dashboards for the RM team, discuss roadblocks and gaps with Unit Heads, and seek to remove systemic roadblocks to drive facility utilization and revenue realisation

Streamline Fulfilment – work with Implementation, Ops, Tech and Service to develop automated and streamlined facility setup and product onboarding processes. Set up dashboards and reports to monitor ‘time to revenue’ across each step of the fulfilment process and drive continuous improvement by working with stakeholders to identify areas for improvement

Knowledge, Skills and Experience

3-5 years of solid trade sales or product management experience

Experience working with middle market clients especially on sales or marketing drives

Strong knowledge of trade products and solutions

Very strong written and verbal communication skills with a flair for creating clear, concise and persuasive marketing materials

Strong relationship and stakeholder management skills

Good executive impact