Unit Manager.CIBG - Corporate Origination and Business Development.41.Corporate & Investment Banking Group - UAE National

Job Purpose

• 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

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.