Job closed
Ref: LP452-504
Job description / Role
JOB PURPOSE: To develop and implement effective sales strategy, be responsible for the overall coordination and the functional management and leadership of all of the sales activities of the business, within the agreed cost framework and desired levels of customer satisfaction
ACCOUNTABILITIES
Sales Plans
- To create, communicate and ensure the implementation of an overall product-wise Sales Strategy.
- To set and monitoring targets specific to each Market Sector
- Ensuring Optimum People and Non People resource levels are authorized for Area Sales Managers to enable them to deliver results.
- To liaise with Product Teams in order to share market intelligence and to gain appropriate product collateral, update product information and improve sales processes.
Performance Management
- To monitor Sales Management activities and sales metrics for Area Sales Managers and staff objectives including key sales activity metrics and sales objectives for the sales staff and providing guidance and support to enhance performance.
- Facilitating individual and team buy-in to sales targets
- To ensure there are daily team meetings to analyze progress and plan activity to succeed
- By ensuring that Area Sales Managers and BDMs are following the requirements of the Direct Sales Handbook
- By providing strategic direction to the Area Sales Managers through documented monthly one-on-ones. By evaluating MI reports and feedback on Service Quality calls at these one-on-ones.
- Identifying training needs and coordinating with the relevant departments/staff to ensure training is provided.
Portfolio Management
- Monitor and control customer portfolios to achieve desired quality through cross sell, up sell and retention
Relationship Management
- To resolve queries within own area of expertise or authority and referring to the Head of Merchant Acquiring where the query is outside the jobholder’s authority
- Regular meetings with WBG sales head to maximize the WBG synergies and resolve any issues faced.
- Regular meetings with the outsourced vendor managing the after-sales activity to give and receive feedback on the merchant workings/ activities.
People Management
- To develop actionable, innovative and effective activities to achieve sales targets and needs based selling and "packaged sales products", selling skills and ensuring the Sales team also develops these skills.
- Communicating activities, monitoring sales performance and undertaking remedial action as required and accompanying Area Managers to team meetings and conducting BDM one-on-ones.
- To provide or enabling coaching and skill enhancement training and providing ongoing feedback to improve the Area Sales Managers; knowledge and skills
- To create a effective liason between WBG and the sales team for greater penetration to the WBG client base
- Through attracting and retaining high quality talent in the department.
- Ensuring adequate career development for high performers within the department
Continuous Improvement
- Ensures that Area Sales managers utilize "needs based selling techniques" focused on the concept of "packaging sales".
- By encouraging team morale/cohesiveness, through team based events/activities.
- By mentoring and coaching Area Sales Managers to improve performance.
Budget Management
- Contribute to the preparation of the business area’s budget and manage and monitor the financial performance against the budget so that areas of unsatisfactory performance are identified, rectified promptly and potential performance improvement opportunities are capitalized upon
Customer Service
- Demonstrate Our Promise and apply the ADCB Service Standards to deliver the bank’s required levels of service in all internal and external customer interactions
Requirements
MBA or equivalent post graduate degree/diplomas in finance, accounting and/or general management
8-10 years in the Merchant Acquiring of a leading bank with a minimum of 4 years in a Senior Sales role
About the Company
ADCB is a full-service commercial bank offering a wide range of products and services such as retail banking, wealth management, private banking, corporate banking, commercial banking, cash management, investment banking, corporate finance, foreign exchange, interest rate and currency derivatives, Islamic products, project finance, and property management services.