Branch Banking Business Development Head - (Grade B6)
Barclays Bank Egypt
Total years of experience :22 years, 11 Months
• Member of the Barclays Africa Consumer Counsel, Member of the Service Quality Committee of Barclays Egypt, Member of the Retail Leadership committee of Barclays Egypt and Barclays Egypt Accountable Executive for Offshore Investments.
• Full ownership of Branch Banking P&L; maximize penetration into profitable customer segments at optimal cost efficiencies to deliver YoY growth on bottom line PBT.
• Drive profitable Assets and Liabilities balance sheet growth inline with the company agreed short and medium term plans. Ensure spread maximization across all NII and NFI lines.
• Centrally manage all cross sell and customer/stake holder relationship deepening initiatives to embed the “Clearly Barclays” concept across all customer segments and operating models.
• Manage sales of Cards, Personal Loans, Premier Loans, Liabilities Products, Investment Products and insurance through a network of 65 branches covering 90% of Egypt landscape.
• Work closely with product teams on enhancing different product offerings to maximize consumer cross sell ratio and ensure extended customer life cycle.
• Extended ownership of proactive retention planning within the branch banking channel across different products and segments.
• Drive execution of different branch initiatives and projects to proactively mitigate any portfolio deterioration or customer attritions.
• Drive change across all functional activities to embed the culture of making customers and employees lives much easier.
• Encourage employee engagement in Employee Opinion Surveys and act upon employee feedback to enhance the work place and ensure maximized employee satisfaction scores.
• Monitor customer satisfaction scores and ensure service delivery enhancement across front line to reach a market leading position in the medium term.
• Complete end to end ownership of Barclays Branch Optimization Project aiming at maximized efficiencies across all business fronts.
• Complete revamp and re-launch of BBE Local Business and SME set of Products and Proposition.
• Market Sizing & BBE SME/Local Business Strategy alignment to capture 5% of the SME target segment market share in 2010.
• SME & Local Business P&L management and ensured alignment to BBE Consumer Bank Short and Medium term financial plans.
• Responsible for launching a complete set of Assets and Liabilities products that address the segment needs at maximized return to the company.
• Responsible for streamlining all the marketing activity to help deliver on the SME and Local Business account acquisition target for 2010.
• Work closely with BBE product teams to ensure robust cannibalization controls across segment in place; hence, maximize value to the company and the customer.
• Full responsibility of implementing a new sales model and strategy that maximize BBE reach to the Local Business and SME customer segment at controlled costs and leveraged dependency on the existing distribution network.
• Full end to end responsibility of Launching FlexCube Commercial and FC@.
• Manage a GBP 1.5Bn portfolio which broke even a cost base of 170% in less than 12 months.
• Full responsibility of product rationalization and re-positioning to the right segment at the right scale within the right space.
• P&L management of 9 products to ensure revenue maximization at controlled cost. Responsibility entails spread management and fees pricing inline with market and competition benchmarks.
• Direct front line management (120 DSA's, 65 Branches, 38 Premier Corners, Outbound Sales and Call Center) to ensure managed acquisition run-rates inline with short and medium terms sourcing plans.
• Secure BBE products market positioning through monitoring competitor activity and subsequently reviewing pricing and products variety.
• Develop and implement segment based acquisition strategies to ensure value enhancement and profitability maximization at both customer and product levels.
• Work closely with local and regional marketing teams to secure professional to the point customer communication for different products.
• Member of launching FlexCube retail within Egypt Business.
• Silver and Platinum Debit Card launches.
• Maximized OD penetration into Liabilities Customers.
• Direct channel management for selling Cards, Personal Loans, Auto Loans, Liabilities and Cross sell through Branch Banking, Telesales, Direct Sales and alternative channels (online and micromarketing).
• Launch of Cross Sell and Bundling Programs (Cards into PIL, Cards into Auto, Cards into Liabilities and PIL into Cards).
• Launch of Income Surrogate Programs for Cards Business (Mobile Phone Income Surrogate, House Ownership Income Surrogate, Club Membership Income Surrogate and I-Score Income Surrogate).
• Develop and implement segment based acquisition strategies to capture profitable customer segments through the right product lines and further deepen existing relationships.
• Work closely with Credit Policy teams to ensure policy enhancement and maintain market leading position.
• Train and develop sales capability of the biggest DSA force in Egypt.
• Ensure CPA and channel mix management/optimization.
• Introduce awareness calling and mystery shopping policies for Barclays Bank Egypt to ensure quality of sales..
• Manage Cards Sales and Portfolio for Barclays Bank Egypt in the Capacity of the Commercial Manager for Barclaycard International based in Egypt and reporting into Barclaycard Africa Head.
• Full ownership of P&L for the Egpt Cards Business.
• Build Collections capacity to reduce impairments and NCLs.
• Revamp the Card Operations function and enhance the booking workflow.
• Awarded as the “Fastest Growing Cards Business” & “Best Customer Service” by Visa International.
• Negotiated and signed off Barclays/Visa Partnership For Growth agreement.
• Launched the biggest ever Cards DSA franchise in Egypt.
• Launched the Barclays Bank Egypt merchant discount scheme to maximize spend.
• Rolled out 3 cross sell policies to maximize penetration into banking customer base.
• Designed and Launched sales incentive schemes to maximize productivity at best CPA.
• Doubled the number of credit card accounts on file through an aggressive cross sell strategy.
• Won the Barclaycard Africa Award for the highest selling business for 3 times in raw.
• Introduced a series of “first in a kind” income surrogate programs and spend enhancement initiatives in affiliation with the biggest shopping malls and hyper-markets.
• Launched Multi-channel Sourcing Strategy (Direct Sales, Branch Cross Sell, Tele-sales, Micro-marketing).
• Rolled out a series of acquisition and spend initiatives that are not limited to Supplementary cards sales penetration campaign, MGM, Summer Micro-marketing events, Merchant Discounts and inter-bank sales contests and incentive schemes).
• Revised the Credit Life Insurance policy for Barclays Bank Egypt Cards and Loans business portfolio.
• Launched the Egypt biggest cross sell initiative into Barclays Liabilities customer base.
• Launched the Cards Business Initiation system in 2008.
• Reduced the number of customer complaints from a RR of 4K per month to a RR of less than 1K per month on a base of 100K cards
Bank Relationship Manager, Bancassurance (February, 05 - October, 05)
• Responsible for managing a team of a Senior Insurance Coordinator and 5 Insurance Specialists selling a range of life insurance products within a retail network of BNP Paribas Le Caire Bank.
Senior Corporate Specialist, Bancassurance Division (June, 04 - February, 05)
• Responsible for selling the full range of life/nonlife insurance products to corporate accounts of Banque Misr, Egyptian American Bank, Credit Agricole, BNP Paribas and Citi Bank in addition to managing broker relations mainly Gras Savoye Conseil, Paul Haddad Insurance Brokerage.
Corporate Specialist, Bancassurance division (January, 04 - June, 04)
• Responsible for answering the full range of insurance needs of the corporate accounts of Banque Misr.
• It’s a senior position in the Corporate Sales Dept. of the Bancassurance Unit extended to providing the full range of Life and Non-Life corporate products of the company.
Corporate Life Specialist, Bancassurance division (April, 03 - January, 04)
• Responsible for answering mainly the life insurance needs of the corporate clients for Banque Misr.
• I am the only Corporate Sales Representative for the Bank managed directly by the Bank Relationship Executive and serving the corporate clients of all the service providing branches.
Insurance Specialist, Bancassurance division (October, 02-April, 03)
• Responsible for selling the company individual policies through 2 outlets of Banque Misr.
Temporary Corporate Sales Support, (May2002-Sept2002/May2001-Sept2001)
• In charge of handling the client problems and follow up solving it efficiently.