Head of Products
Doha Bank
مجموع سنوات الخبرة :29 years, 7 أشهر
Built, developed and implemented integrated marketing campaigns to shape prospects perceptions and drive demand generation across customers’ life cycles.
Developed end to end Marketing communication planning, execution and optimization across different channels (Conventional Media, Digital Media, Direct Marketing, Public Relations, and Events)
Assessed Brands, Positioned Brands, and defined brands roadmap based on regular analysis of customer requirements, Competitive benchmarking, Surveys, and Focus Groups.
Generated analytical/MIS reports to better understand customers’ profiles and spending behavior and ensures it best usage to provide the needed service/product or improve existing ones.
Managed and monitored Marketing campaign roll-out ensuring feedback and run post campaign evaluation to determine effectiveness and payback
Introduced Sales Promotions and Staff Competition to boost Sales and assist employees to achieve their targets, Setting individual Targets, developing and coaching staff,
Led and reviewed the lead generation, monitored conversion, and assessed incentives schemes.
Identified new opportunities, initiated new proposals, organized marketing activities and sourced exclusive added value benefits to reward and expand clients’ relationship.
Introduced Member Get Member (MGM), Staff Get Member (SGM) and Key Persons referral schemes which increased customer acquisition by 15%.
Define customer segments: (Affluent/Priority Banking Salaries, University Students, and Youth); determine their size, needs and potential profitability, with a clear understanding of key strategic drivers
Devise the customer value proposition for each segment, and determine the new Creative Look and feel in coordination with the Communication Agency.
Develop compelling and comprehensive packages (products & services), promotions and campaigns to attract, retain, cross sell and increase the profitability of each segment
Responsible of the end to end customer experience across the different channels
Develop On-Boarding Welcome Strategy for each segment to deliver a premium service
Successfully launched the Priority Banking segment, (Products, Services, Look & Feel), Several Salary promotion and red Univeristy Students packages.
Organized and sponsored targeted events to promote and cross sell selected products and services, acquire and retain customers (Investment events, AMG, Rolls Royce test drive)
Successfully launched and managed the Affluent, Expatriates and Adult Kuwaiti Segments.
Developed Non Residents Packages (NRI, NRE, NRL) in alliance with International Banks.
Designed Customer Value Proposition and liaised with Product Management and Alternative Channels to deliver the promise
Prepared the Segment annual Business Plan including acquisition, and retention budgets in coordination with sales and review segment performance against set parameters
Launched several offer and promotions as well as organized targeted events to reward customers, improve cross selling ratios and acquire new prospects.
Set Research Objectives and planned annual surveys with research department to determine customer need and preferences.
Worked with external communication agencies to design and develop Advertising and Direct Marketing campaign, and participated in the shooting of the new Expatriates Visual Campaign,
Employed by Memac Ogilvy to act as Marketing consultant for Burgan Bank in Kuwait.
My main responsibilities are to:
Establish a Marketing department within the Bank.
Prepare full year Marketing plan.
Implement marketing strategies, and manage the Marketing effort for existing and new products.
Coordinate marketing efforts across business units to all its customer segments.
Develop, launch and promote new products and services (prepaid cards, special account, self service branch).
Set and oversee annual product sales budget for branches.
Measure and monitor performance, identify weaknesses and recommend solutions.
Participate in enhancement of the quality of services in branches and main divisions.
Successfully developed and marketed new products (Debit Card BankerNet/Visa Electron, Internet Banking, Bancassurance products, Consumer Loans).
Initiated, designed and completed sales offers for corporate clients which have generated additional revenues and new partnerships.
Participated in the implementation of the CRM project and handled the Marketing side.
Implemented several promotions for plastic cards which have resulted in an increase of card usage and card numbers.
Developed products communication strategies in coordination with the advertising agency.
Produced and performed monthly adhoc training sessions for all Staff which have improved employees’ performance and enhanced the quality of service.
Participated in the development and setting of the bank’s new corporate image (Credit Libanais was bought by NCB Jeddah in August 1997).
Designed, implemented and supervised BHV (department store) consumer loan where sales target has been exceeded and customer base has significantly increased.
Selected, trained and motivated a team of Bank employees to handle the daily BHV consumer loan operations.
Developed and implemented media strategies/ plans for agency regional accounts(Kodak, Nestle, Stafford Miller- Johnson & Johnson).
Acquired thorough knowledge of GCC media scene.
Analyzed and assimilated media research.
Worked on various Software for media evaluation and monitoring (seas express-Momo).
Undertook media negotiations with media representatives.
Handled major accounts such as General Motors- Hyundai, Almaza Beer- Cafe Najjar.
Set, developed and implemented marketing plans.
Executed and supervised BTL activities.
Undertook and supervised marketing surveys( Hair care & food products)
Implemented major sales promotion activities for Winston cigarettes & Flora margarine
Conducted impact studies for major campaigns (Walls ice cream- Lipton ice tea)
Prepared and presented BTL reports to major clients
17 months program that is more practical than theoratical. All professors are form France, Canada or London.They are consultants in major international companies and instituitions. It's an American system but in french language. Courses include, Management, Accounting, Finance, Marketing,Human resources, Economics, Quality control, and others. My Thesis subject is on CRM: customer relationship management, application on the banking sector. Two certificates:one is form ESA, the other is from ECSP-EAP the Europeen school of Management.
Courses in Accounting, Economics, finance, Management, statistics, MIS and emphasis on Marketing Introduction to Marketing International Marketing Marketing Research Marketing Problems
The French Bac II is an offical degree from France and equivalent to the first year Freshman in University.