Unit Manager – CIBG Corporate Origination and Business Development (UAE National) Full-time

This role leads Mashreq’s UAE Middle Markets Origination Unit, responsible for originating and onboarding new-to-bank corporate clients with annual turnover between AED 200 million and AED 1 billion across Dubai, Abu Dhabi, Sharjah, and the Northern Emirates.

• The position sits within Corporate & Investment Banking and carries end-to-end accountability for NTB acquisition strategy, origination pipeline quality, credit structuring, and early risk ownership. The role is sector-agnostic, covering a broad range of UAE-based corporates and family-owned businesses across multiple industries. Key responsibilities include building and leading the Middle Markets origination team, actively sourcing and structuring borrowing relationships in line with Mashreq’s Target Market and Risk Acceptance Criteria, and partnering closely with Coverage, Credit, Risk, and Product teams to deliver bankable, risk-adjusted transactions.

Key Result Areas

• Directly manage a team of 5–6 Middle Markets Corporate Originators covering selected Emirates and defined priority sectors.
• Lead Middle Markets origination & Strategy for UAE corporates with turnover AED 200m–1bn, with a focused mandate across Services & Manufacturing, Trading & Retail, and local Conglomerates.
• Own accountability for New-to-Bank pipeline generation, contributing to Middle Markets revenue, asset and liability growth within CIBG.
• Drive acquisition of complex Middle Markets relationships involving structured, bilateral, and selectively syndicated facilities, as well as relevant Investment Banking solutions.
• Exercise end-to-end ownership of the transaction lifecycle, including structuring, RAROC optimization, credit approvals, execution, and onboarding.
• Provide indirect leadership and coordination across Credit, Global Transaction Banking, Treasury, Legal, Compliance, Risk, and Product teams throughout deal execution.
• Lead commercial negotiations with senior client stakeholders, including Owners, CEOs, and CFOs of Middle Markets corporates.
• Drive cross-sell penetration across the full product suite to maximize client wallet share and deliver customized solutions.
• Contribute strategic input into Middle Markets target market definition, sector priorities, and risk appetite calibration.
• Ensure the team consistently delivers and exceeds financial and non-financial targets through disciplined pipeline management and execution rigor.
• Develop, coach, and motivate team members, ensuring professional growth, accountability, and high-performance standards.
• Act as an ambassador for Mashreq Bank, strengthening the bank’s profile and franchise within the UAE Middle Markets business community.
• Maintain disciplined market coverage and prospecting, including building a strong network of local business introducers and professional intermediaries.
• Ensure adherence to all credit, operational, regulatory, reputational, and financial crime risk frameworks and control standards.

Knowledge, Skills and Experience

• Demonstrated experience managing multiple & diversified sector coverage, with a generalist origination mindset rather than single‑industry specialization.
• Strong credit structuring and analytical capabilities across a broad suite of corporate banking products.
• Deep understanding of risk‑adjusted return metrics, capital allocation frameworks, and balance‑sheet optimization.
• Proven ability to lead teams in high‑pressure, performance‑driven environments.
• Strong strategic orientation aligned to long‑term franchise growth, balance sheet expansion, and revenue diversification objectives.
• Demonstrated track record of successfully leading teams to achieve and exceed financial and non‑financial performance targets.
• Strong leadership, people management, and coaching capability, with excellent networking and stakeholder‑management skills.
• Highly commercial mindset supported by strong interpersonal, negotiation, and relationship‑management skills.
• Innovative and solution‑oriented, with the ability to develop a deep understanding of client needs and translate them into tailored banking solutions.
• High energy, results‑driven self‑starter with a strong work ethic, sound judgment, and the ability to take ownership while knowing when to escalate.
• Collaborative team player with a flexible and adaptable approach, able to work effectively across functions to meet client and internal objectives.
• Mature and independent professional, capable of operating effectively under pressure and in dynamic, ambiguous situations.
• University degree in Business, Finance, Economics, or a related discipline.
• Minimum 15 years of experience in corporate banking, credit, and client relationship management.

Responsibilities

• Lead a team of 5 of Credit/ Senior Credit Relationship Managers (CRMs) who will prepare and submit high quality credit proposals which meets internal standards and also ensure maximize share of wallet.
• Responsible for leading and managing 1 Governance Officer and 1 onboarding officer to monitor onboarding quality of Corporate accounts while ensuring that Mashreq’s standards are maintained and Bank’s AML and sanctions policies are adhered at all times.
• Ensure that CRMs submit CPs along with BIR, spreads, MRS, client visits (including warehouse visits) and TM / RAC approvals within turnaround time (TAT)
• Ensure that CRMs review KYC, RAROC, factoring survey reports and ensure working with RMs & UMs to get concurrence on limit structure and terms and conditions.
• Work closely with WRM to obtain approvals and resolve any queries
• Promote a risk and compliance culture within the team and alignment to Mashreq Bank policies and practices.
• Monitor onboarding quality, develop and design additional controls / early warning indicators based on division risk appetite and market developments.
• Plan and prioritize work appropriately considering importance, urgency, customer and business impact to ensure quick (TAT) and therefore take part in the pipeline discussions to anticipate upcoming transactions
• Perform quarterly Risk Control and Self-Assessment (RCSA) tests to ensure that control deficiencies / needs-improvement issues are escalated and addressed in a timely manner.
• Work with MD on preparation and update of tactical and strategic strategy for the division and ensure implementation and required actions
• Assist MD with business planning ranging from pipeline mix, industry exposures, budgeting and performance tracking.
• Manage risks in line with banks risk appetite and also to recommend cross sell opportunities based on industry benchmarks / banks benchmark.
• Demonstrate sound leadership and management capability in leading the team while ensuring high level of motivation and overall engagement.
• Recruit, develop and retain talent within the CMC team.

Qualifications

• Well-developed credit risk analysis and sanctioning skills, with minimum 15+ years of Corporate Coverage and/or Credit risk management experience;
• Good knowledge of Mashreq bank’s capabilities, specifically the full spectrum of CIBG products, services and product offerings.
• Proficiency in credit, marketing, operations, legal, product and balance sheet management is a pre-requisite.
• Sound knowledge of Bank’s policies and operating systems
• Good understanding of local regulations, AML and Fraud policies;
• Good knowledge of local market/clients and an understanding of the impact of credit terms and process as part of broader negotiations;
• Strong leadership and management ability with good employee motivation skills;
• Change management and interpersonal skills Good written / verbal communication and presentation skills;
• Planning, time management and resource management skills.

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