Sales Manager - Liability And Account

Job description / Role

Organization Unit Purpose

The team is responsible to develop more profitable business for the retail bank and also to acquire more assets and liability customers for the bank. This team is formed to acquire new-to-bank customers, utilize business opportunities, increase sales volume, and add a multiproduct sales culture to the bank.

The unit is accountable for developing and growing liability and payroll business for the retail bank and achieving budgeted business volume. It is responsible for developing and growing deposits and CASA base for the retail bank. This unit is formed to acquire new-to-bank customers, utilize business opportunities, increase sales volume, and add a multiproduct sales culture to the bank.

The unit is responsible for managing payroll business for the retail bank, including acquisition, relationship management, and growth of payroll business. To increase the payroll customer base, the team will develop a sales unit for payroll management for large corporates, MNCs, government organizations, and prime local organizations.

The team will create a strong customer base with minimal risk for the retail bank by upselling all retail products including loans, overdraft, credit cards, and Bancassurance.

Job Purpose

To develop the market share of all retail liability products. To achieve business volume, penetration, and cross-sell targets for the liability sales team and ensure sales results for fixed deposit, CASA balances, and payroll accounts for the affluent team, cross-selling, and business development team.

Deliver the annual financial budget in line with the approved business plan. Manage recruitment, retention, and training of the team. Maintain consistency in business acquisition and percentage of approval rates from acquired business sources.

Create and implement sales plans over a medium-term timeframe to develop sales strategies and achieve budgeted numbers. Coordinate with different departments in the bank for effective teamwork and delivering high levels of service to customers. Agree and set targets for individuals and monitor performance regularly.

Ensure all marketing initiatives and incentive campaigns are effectively followed and monitored. Hold regular review meetings with the team to assess achievement versus plan and develop future plans. Comply with approved policies, procedures, and norms to protect the organization’s and customers’ interests.

Develop separate area-wise acquisition plans and execute them, such as scanning the area approach. Develop adaptable sales strategies jointly with branches based on location. Focus on acquiring business from various free zones and LLC companies. Apply a focused and segmented approach to business sourcing.

Daily monitor the activities of the team and manage the sales team through a sales management system. Continuously develop and run innovative sales promotions and motivational programs for the sales staff.

Ensure appropriate training is given to all relevant staff on the bank’s policies and procedures, including key policies such as sanctions, AML, and CTF. Respond to all regulatory requests to review and provide relevant information (e.g., customer, transaction, policy, procedure, training, compliance monitoring, and process details) or cooperation in a timely manner.

Undertake periodic, risk-based compliance monitoring to ensure the bank's policies and procedures are being followed and escalate significant non-compliance to management.

Review all high-risk accounts assigned for potential money laundering risks or concerns and provide accurate feedback or approval to the concerned branch or business unit within the agreed turnaround time. Provide advice and guidance from AML/compliance perspectives.

Review new account opening applications in line with compliance, AML, high risk, PEP policies consistent with Group PEP Policy and UAE Central Bank guidelines.

Review and provide feedback to the compliance team regarding correspondent banks, central bank, and other regulators. Work closely with staff and customers to obtain relevant documents to address AML/compliance queries.

Job Content

• Sales targets: Achieve assigned sales targets to contribute to sales volumes and revenues through the team. Develop new markets and customers within the assigned territory to enhance sales volumes and revenues.
• Financial budget: Deliver the annual financial budget in line with the approved business plan.
• Business planning: Develop, implement, and monitor business plans to ensure optimum resource utilization and productivity levels.
• Compliance policy: Strictly implement bank policies and procedures, including training on key policies such as sanctions, AML, and CTF.
• Employee management: Manage recruitment, develop sales staff through on-the-job training, coaching, and managing their performance to ensure required levels of performance and productivity.
• Sales strategy: Create and implement sales plans over a medium-term timeframe to develop sales strategies and achieve budgeted numbers.
• Cross selling: Cross-sell non-assigned products and services to contribute to revenues and market presence through the team.
• Market intelligence: Provide market intelligence to the team regularly to address competition strategies aggressively.
• Team management: Manage the team’s day-to-day activities and monitor their performance to generate maximum results from each staff member, apply consequence management on sales, and deliver superior customer service.

Education

Graduate or postgraduate degree. High level of computer knowledge and skills.

Experience

A seasoned professional with over 10 years of rich and diversified management experience in sales and marketing, business development, training, product, and client relationship management. The jobholder must have a high level of analytical, communication, and leadership abilities to manage and motivate a large number of staff. The jobholder must be highly achievement-oriented and accustomed to working with short time schedules. He or she should have considerable planning and organizational capabilities.

The jobholder must have a high level of knowledge of credit policy, banking operations, and product programs to ensure that all business development situations are correctly interpreted.

Knowledge & Skills

• High level of computer knowledge and skills.
• Strong experience in sales management, people management, business development, and productivity management.
• Exceptional skills in shaping and building business relationships.
• Outstanding leadership competency and management qualities; articulate.

Behavior Competencies

• High level of analytical, communication, and leadership abilities to manage and motivate a large number of staff.
• Skilled in inspiring and managing people.
• Team player.
• Proactive, positive, aggressive, service-oriented, and customer-focused.

About Us

Emirates NBD is the leading banking group in the MENAT region. It was formed on 19 June 1963 when H.H. Late Sheikh Rashid bin Saeed Al Maktoum signed the Charter of Incorporation of the National Bank of Dubai (NBD), the first national bank established in Dubai and the United Arab Emirates (UAE).

With the blessings of H.H. Sheikh Mohammed bin Rashid Al Maktoum, Vice President and Prime Minister of the UAE and Ruler of Dubai, NBD merged with Emirates Bank International (EBI) on 6 March 2007 to form Emirates NBD, the largest banking group in the region by assets.

On 16 October 2007, the shares of Emirates NBD were officially listed on the Dubai Financial Market (DFM). The merger between EBI and NBD to create Emirates NBD became a regional consolidation blueprint for the banking and finance sector, combining the second and fourth largest banks in the UAE to form a banking champion capable of delivering enhanced value across corporate, retail, Islamic, investment, and private banking, global markets and treasury, asset management, and brokerage operations throughout the region.