Sales
BARWA BANK
Total years of experience :20 years, 6 Months
Create and implement effective direct sales strategies and lead direct sales personnel toward achievement of corporate sales objectives.
Develop competencies and processes required to create an effective and efficient sales organization.
Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
Provide sales management, budget control, compensation programs and incentive planning.
Ensure effective hiring, orientation, training, development and retention of sales.
Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
Prepare monthly, quarterly and annual sales forecasts.
Manage to meet/exceed monthly, quarterly and annual sales forecasts
Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
Maintain competitive knowledge to create and adjust sales strategies.
• Sales training human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• sales training operational objectives by contributing sales training information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining sales training system improvements; implementing change.
• Meeting sales training financial objectives by forecasting sales training requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• training requirements by studying sales and marketing strategic plans and current sales results; conferring with sales executives; reviewing results of trainer coaching; evaluating training effectiveness.
• job results resources by designing information systems; maintaining libraries and databases; building interactive and integrated job support systems.
• Developing managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
Skills Used: Presentation Skills, Training Management, Meeting Management, Motivating Others, , Coaching, Meeting Sales Goals, Motivation for Sales, Selling to Customer Needs, Customer Service, Emphasizing Excellence
NIB Bank (NIB)
Senior Relationship Manager
Karachi, Pakistan.
JULY 2009- Feb 2011
NIB Bank (NIB)
Senior Relationship Manager ( Liabilities & Wealth Management Products )
Karachi, Pakistan.
Managing Liability portfolio of 300 Million and above.
Dealing in customer Account opening and KYC (Know your customer)
Trade Exposure
Letter of Credit Import/Export
Guarantees
Trade Documents and Payment Mode
ICC, UCC, UCP600, URGD, ISP.
Sales & Marketing
Directly engaged in customer Assets, Liabilities and wealth management product sales.
Managed the branch to become one of the top performing branches in the Karachi.
Leadership role in the ongoing education of staff members to ensure the team stayed current on policies, procedures, systems and products.
Excellent performance in account and sales expansion. Outstanding ability in finalizing high-ticket sales.
Designing and applying various methods to accomplish targets on monthly, quarterly, and yearly basis.
Opened new avenues for the entire team with credit policy and innovations in product with product management within the given budget.
Satisfied the intrinsic needs of motivation and counseling by acting as a mentor for the whole team.
Determined the overall sales strategy for the whole years to achieve the desired results in line with the product and credit policy.
Developed the salary and commission structures for the whole sales teams keeping in view the minimum CPA resulting low cost acquisition.
Answering inquiry, questions & complaints of clients in order to keep revenue generation of the division. Recognize potential customers, creating business from the old accounts and reaching profitability level and sales growth
• Assist sales team for direct sales both individual deals as well as cooperate deals
• To achieve the given sales target both in terms of forwarding and approvals
• In coordination with Team Manager, run a team of 20-25 sales executives
• Visit CIU on regular basis for rejection reviews & to get the discrepant cases approve
• Hire and train sales executives
• Keep checks and balances on the sales staff and maintain the office decorum
Build a new team of 42 people with 2 team manager and train them.
Working on corporate deals for mass sales.
Developed the TAT, end to end for the entire applications processes.
Proposed and implemented a new cross sell structure for the unsecured business, creating better opportunities for the sales force, providing them a chance to diversify.
Restructured the compensation structure for team manager, using it as a motivational as well as a retention tool.
Managing sales team.
Preparation of sales activities.
Inducting new companies.
Correspondence with the new and existing customers.
Hiring, Grooming and Training of sales team.
Conducting Market feedback sessions.
Strategizing to achieve business objectives.
Preparation of weekly & monthly sales report for senior management.
Coordination with cross-functional units for smooth processing of applications.
Analyzing and solving issues related to the sales force.
Active member of Card Sales unit in designing policy & credit .
Key accounts included: ICI, Coca Cola, Pepsi, National Refinery Limited (NRL), Pakistan
Petroleum Limited (PPL), Jubilee Spinning and Weaving Mills, Tapal Energy.
Maintaining a positive attitude that promotes teamwork within the cooperative and a favorable image of the cooperative.
Supervision involves establishing and communicating division goals and results to employees, staffing the division and delegating the workload, actively supporting employee growth, and upholding cooperative policies.
Establish division goals with assistance from the general managers Conduct division planning and updating meeting
Generate new business by visiting clients and maintaining good business relationships.
Meet the assigned sales and quality targets.
Visit the companies to get maximum corporate clients.
Responsible for talent management and utilizing management development tools within the organization.
Maintaining performance management systems and accomplishing efficient performance review.
Providing leadership in implementation of compensation, benefits strategies, recruitment and labor relations management.