Head of Branch Sales
Total years of experience :19 years, 2 Months
Managed liabilities/ Deposit Mobilization, Consumer Assets Booking & Investment Products through a network of approximately 360 select branches in Pakistan, out reaching & cross selling over 1 million customers.
Managed field force of Personal Banking Officers, Business Development Officers & Asset Sales staff.(over 200 staff across south regions, )
Generated total monthly volumes exceeding Rs. 250-300 Million worth of deposits mobilized/month.
Asset Booking - Both for Secured & Unsecured Products (Flexi, Autos & Mortgages)
Successfully managed Banc-assurance products through select branches.
Conduct coaching/ counseling sessions with staff.
Proactively recruitment of staff.
Other Positions held in HBL
Successfully managed and increased sales within North American region, responsible for:
Acquisition of new business, while strengthening relationships with the existing customers.
Represented the company at various exhibitions in USA, Germany & UK and signed contracts worth more than 20 Million US$.
Responsible for Hiring & selecting sales force
Responsible for setting sales objectives and goals.
Making action plans to achieve the sales goals.
Organize the work. Analyze the work, divide it and allocate it to individuals and groups.
Motivate and communicate. Create a team. Provide incentives and information that people need to do their jobs well.
Responsible to provide complete product training to help them to start off right.
Responsible for regular performance review, provide counseling to low performers.
Achievements;
Successfully managed large sales force and delivered consistent sales results over the years.
Achieved the highest score per individual on national basis.
Achieved the lowest turnover among 10 sales teams.
Recruited, trained, supervised, and reviewed a staff of thirty at the same time developing an efficient and compatible call center team.
Planned, instituted, and implemented sound credit & collection policies and procedures resulting in the reduction of delinquent accounts, over 60 days, from 15% to 4%.
Reduced the (DSO) Days Sales Outstanding from 73 days to 27 days, thus contributing significantly to the cash flow and company profitability.
Provided staff and clients with personal counseling and group training sessions on the corporate credit and collection policies procedures, which I wrote the manual.
Planned, set-up, and organized a new Recovery & Legal Department and was responsible for all aspects of legal and court actions, bankruptcy claims, and the liaison with all lawyers.
As Banks legal counsel represent Bank in Banking courts and High courts.
Liaison with Attorneys & Repo agents/ execution agents.
Managed Travellers cheques sales to financial Institutions.
Coordinate & provided assistance to Banks to issue Saudi Riyal Travellers cheques during Hajj at Hajj terminals.
Managed full range of financial services: Buying/ selling world currencies.
Travellers cheques, Amex card member services, Money gram funds transfer.
Awarded President club Gold award
Professional Accreditation /Training
Retail Sales Management 2007
Fraud awareness on Banking & Bank Cards.- Citibank
Targeted Selection.- Citibank
Service Excellence- Citibank
Sales force Management- Citibank
Citiselling
Quality Leadership.- Amex
Time Management.- Amex
Card Business Strategies - Visa Int’l
Debit Card Business - Visa Int’l - Mumbai, India
Excellence award from HBL on achieving 100 thousand cards in one quarter
Tools for recovery on classified loans.
Excellence / Achievement awards for 2005 and 2006, Habib Bank Limited
100, 000 cards award, Habib Bank Limited
Habib Bank Retail Award, Dubai 2006
Credit Bureau 101
Credit underwriting principles
Credit Practices
Basel II Full Version
AML Course
for Residential and Commercial in Ontario, Canada
•As Mortgage broker manage clients from solicitation to completing all initiation process at my end before sending file to the lender, the process includes
•Solicitation clients through help of electronic/media marketing, newspaper ads, social media, brokers reference and references from the existing customers.
•Initiation of All residential and commercial application through Filogix system, run credit bureau check, property search through MLS listing, confirmation of property through drive by, income verification & liaison with Lawyers for closing.
•Submission of all documents to the appropriate lender suitable for the customer needs.
•Manage relationship with the panel of Lenders approximately 55 in number, which includes top tier Banks, mortgage companies & Credit Unions.
•Successfully Generate $10MM business yearly
/Band 5
Title:
Head of Sales - Consumer Banking Group
Successfully Launched & managed sales force (all channels) of over 250 staff
Major Accomplishments:
Sales of Secured & Unsecured Asset Products.
Managed autos portfolio to 30, 000+ units and 3, 000 mortgage loans with a total portfolio of Rs 15 billion outstanding.
Developed professional and result oriented highly motivated team, trained to achieve excellence in sales and customer services.
Business Development, Sales/Portfolio growth through all acquisition channels
Devised marketing/ promotional strategies conduct surveys through external agencies and track results.
Managed Sales force of 250+ Business Development Executives nationwide responsible for acquisitions.
Since launch in September ‘05 the branch sales has introduced/opened 50, 000 fresh accounts and has mobilized fresh deposits of more than Rs.6.5 billion. In addition 30000 Autos been financed.
Responsible for hiring/recruitment/selection and training of sales staff
Introduction of comprehensive incentive & reward program to encourage healthy competition and teamwork.
Preparing annual budgets, making cost benefit analysis.
Frequently traveling nationwide and holding town hall meetings with all concerned.
Implement motivational activities such as Top Performer dinners/Breakfast meetings/ surprise awards
Initiation of team building exercises such as cricket match/ recreational tours/ day trips etc.
Successfully Launched Debit Card Product & call center- HBL
Successfully launched HBL Visa Debit Card in Aug 2004.
Successfully launched liability sales team responsible for deposit mobilization and debit card acquisition.
Strategic Planning - Identifying target markets formulate the customer value proposition and product mix; and devise a comprehensive strategy covering the positioning, acquisition, and pricing and promotion strategy; to achieve desired results. Formulate business strategy, carry out planning & forecasting.
Identify new product or revive existing products - Coordinate with technology, Operations, Finance, and other support functions to implement product development initiatives.
Conduct Market Research - review ongoing market developments, consumer feedback and competitor activities.