Unit Manager - Head of Middle Markets Origination & Business Development - UAE National Only
Skills
About This Role
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
- 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.
- The role contributes directly to balance sheet growth, revenue diversification, cross-sell penetration, and RAROC optimization, while representing Middle Markets Origination in internal credit forums and senior management discussions. The ideal candidate will bring deep knowledge of the UAE corporate landscape, a strong track record in Middle Markets origination and credit structuring, and the leadership capability to build a scaled, high-quality franchise within Mashreq’s growth strategy.
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.
- Track and monitor deal flow and performance metrics, ensuring timely and accurate business reporting and stakeholder engagement.
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.
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