AVP Head of SME Sales
Dubai Islamic Bank
Total des années d'expérience :10 years, 7 Mois
Key Responsibilities: • Heading SME Sales department for UAE with 3 layers of hierarchy model which comprises Sales Managers / Relationship Managers, Team Leaders and Sales officers. • Managing total Sales headcount of 100 plus staffs in the department and maintaining highest Sales productivity in the market • Major Sales products includes: Business Finance, Trade & Working Capital, Goods, Asset Backed Finance, Liabilities, FX and Bank Guarantees. • Recently launched TWC with initial start up with 10 RMs. • Crossed AED 1.2 billion of booking in lending Assets in year 2015 and built up book size of AED 2.1 Billion in Liabilities. • To drive the Sales team to achieve the budgeted numbers by identifying and implementing sales tactical strategies and action plans with a focus on new to Bank acquisition. • To regularly track and review performance of the sales team to ensure the achievement of the set target and business growth objectives. • Managing acceptable threshold of NCL with high volume and quality booking • Be the representative of Direct Sales Team in the bank for highlighting / raising issues facing Direst Sales Team. • To introduce and ensure proper control measures are in place & ensure high level of portfolio credit quality is maintained across the sales activities. • Managing all stakeholders in order to have smooth flow of business e.g - Head of Retail Credit, Head of Operation, Head of Policy, Head of Products, Business Head etc. • To ensure periodic sales reports and other MIS reports are maintained in order to update the management on the current sales status and market trends to facilitate decision making. • To build effective teams by motivating and guiding them in order to achieve the set target.
Key Responsibilities:
• Managing sales team for Commercial Banking - SME Lending products for Dubai channel.
• Core sales products include - Business loans, Trade & Working Capital, Commercial Vehicles and other Asset Backed products.
• Ensure optimal sales and service delivery of the products and ensure over achievement of the unit’s sales targets and other sales objectives
• Developing & implementing sales strategies to maximize sales/revenue objective.
• Monitor overall team and individual sales performance against sales targets
• Closely working with the product team to acceptance of the products in the market and suggested changes that could provide impetus to the sales efforts.
• Develop and maintain an understanding of industry developments and changes in working
practices
• Promote the product proposition to maximize markets share and penetration, focusing on customer needs and implementing acquisition actions for them.
Key Responsibilities:
• Managing team of sales personnel and responsible for sourcing of SME Products - Trade and Working Capital, Business Loans, Liability, Commercial vehicles, Professional goods, Medical equipments etc.
• Ensuring sales personal are sourcing best business from market in terms of quality customer followed my market and reference check. All customers are dually checked and customer relationship builds only post satisfactory checks.
• Ensuring sales team to understand SME credit policy in the best way, which helps to increase
approval rate, and reduce the TAT. Conduct sales and credit policy related training on regular
basis.
• Making regular joint visit with DSA to customers to understand their business and analyse the
customers’ potential to extend the credit facility. Joint visit also performed with credit team on case to case basis for asset products.
• Sourcing liability business with best effort which meets group compliance parameters and providing best service to customers to increase liability book value.
• Focusing more on transactional accounts where we can materialize cross SME products to one customer.
• Leading a team of 20 Relationship Officer and 3 Team Leaders. Solely responsible to source Business Loans reporting directly to National Sales Manager.
• Managing all existing accounts and ensuring them to bank with us.
• Achieve the Target set for the Sales Channel in terms of product mix.
• Continuously upgrade and innovate sales techniques to maximize productivity.
• Adopted the relationship based model - offering preferred interest rate in business loan if c/m is banking with us.
• Closely working with the product team to acceptance of the products in the market and suggested changes that could provide impetus to the sales efforts.
• Closely working with Credit and Collection to manage delinquencies and portfolio credit performance
• Resource planning in terms of team structure, size, recruitment, de-hiring, training and other infrastructure requirement to ensure smooth functioning.
Key Responsibilities:
• Manage a team of DSR’s responsible to source Business Instalment Loans & Trade & Working Capital Products.
• Achieves “best in class’ productivity of the sales team in order to maximize the efficacy of the sales process.
• Keep an eye on other SME opportunities - trade, remittances, and work aggressively on cross-sales with RM’s.
• Highly driven, setting stretching goals for self and team, and continually pushing for results.
• Participate in the sales calls with DSRs to acquire large prospective customers.
• Monitor the quality of sourcing of products to evaluate development needs of the sales.
• Managing a team of 9 executives divided into 3 groups of 1+2 each.
• Key account management for E-Business solution (portal sponsorship, strategic consulting, technical integration, E-marketing and website management).
• Set the sales targets for the sales teams in line with the revenue model of the B2B platform.
• Approving the strategies for achievement of sales target by way of subscription, cataloging services on Indiamart network and customized web based applications.
• Designing technical proposals and accompanying team members for the client presentation
• Organising and monitoring of sales effort to achieve planned growth objectives.
• Designing technical proposals and presentations for the client meeting.
• Achieving revenue based monthly targets with the help of team members.
