Product Head-Cards
Dubai Bank
Total years of experience :23 years, 9 Months
Responsible for planning, developing and implementing strategic and tactical product development and launching strategies for Retail Banking Product (Portfolio - Credit Cards) for ensuring healthy performance growth of the Cards portfolio.
• Direct responsibility for achieving Revenue Budget set and agreed with the Management including profitability forecast.
• Design, develop & implement comprehensive product development, marketing, advertising & promotional pricing, strategies aimed at increasing market share, product visibility, growth and profit for Credit Card business.
• Financial Planning & Budgeting for the Retail Banking Product (Credit Cards) Business for the bank.
• Campaign planning and management for increasing the market penetration for cards in the UAE market by targeting Non-spending / Low-Spending / New Customers.
• Leveraged seasoned expertise in fine-tuning of products in coordination with Sales team to maximize competitiveness.
• Manage multiple line of distribution for products - Branch Network / Direct Sales /Telesales and E-Channels to achieve the business goals and Brand Awareness.
• Plan, direct and coordinate consumer marketing research activities and integrate its findings for new product launches and advertising strategies in coordination with the Marketing Department.
• Propose and manage the individual product communication and sales management strategy and implement the same in line with Bank’s required standard for communication to ensure proper product reach and smooth product delivery to target markets.
• Plan, coordinate and manage special campaigns to enhance acquisition and revenue.
• Research / investigate product business plans and analyse growth, report demographic trends and market insights and business forecasting.
• Conduct regular market review to assess and analyse competitor activities and changing consumer behaviour and requirements and general industry trends.
Provide highly strategic and tactical leadership as Head of Tele- Sales of this leading Bank with the main focus on managing Customer Relationships Management, acquisition of new client relationships, retain and add profitable relationships for growth and development of the Portfolio, meeting revenue targets for Department’s business, achieve high levels of service standards and maximize client satisfaction. Reported to the Head of Retail Sales. Directly supervised a team of 22 Sales Executives and 2 Assistant Managers.
Specific responsibilities included:
• Spearheaded and started the Department from scratch. Established systems, policies and procedures for controlling the operations.
• Prepare yearly business plan with updated forecast and conduct monthly variance analysis.
• Plan, direct and control the activities of staff (Team Leaders / Sales Officers) responsible for marketing and promoting the sales of all Retail Banking Products - Personal Finance / Credit Cards / Accounts / Fixed Deposits ) through Corporate / Individual customers in the territory of whole of UAE.
• Spearheaded and grew Annual Sales from ground zero to AED. 100 Million in Deposits / AED 200 Million Personal Loans and 2000 Credit Cards.
• Recruit, train and motivate a highly talented team of team of professionals to achieve the business objective and revenue targets.
• Ensure the Bank Credit Policy on Reputational Risks, environmental & Social Risk and ‘Know Your Client’ is strictly adhered.
• Establish accountability and authority limits for subordinate staff and monitor their performance in execution of sales and service plans, and Bank’s objectives, taking corrective action where warranted.
• Successfully worked with External Consultants (BOSTON CONSULTING GROUP) - Spearheaded, successfully developed and launched a new product line as a part of Strategic change targeting the Prestige Segment & New Expatriates.
Team Management: Leading and managing the Cards Sales team across UAE to ensure that all direct sales activities are aligned in the right direction to meet Sales targets.
Sales Promotions: Developing and executing various sales promotional schemes to create competition amongst the sales force and enhance corporate image.
Target Assignment: Assignment of Target depending on the team strength across all emirates and also tracking the delivery on a daily /Weekly / monthly basis by holding periodical meetings.
Strategic Planning: Conceptualizing, planning, implementing and monitoring of winning business strategies to drive growth in business volumes.
Profitability Analysis: Evaluating profitability and delinquencies for all the Card products and molding sales behavior to focus on profitable and good segment of the market.
Recruitment: Assess the need to hire, train and deploy resources by liaising with Human Resources and making periodical reviews on the same.
Business Continuity: Keeping constant touch with other Units like Product Development, Credit Initiation, Policy and Operations to ensure smoother processes / policies and resolution of the challenges, if any.
Decision Making: Taking important decisions on any matter and signing off the required documentation for smooth operation of Covered card sales team.
ACHIEVEMENTS
• Leading a large team of Sales Professionals and Managers ( 5 Relationship Managers 90+ Sales Officers ) effectively to achieve Annual Sales Target.
• Was able to increase the Productivity by 30% with in the time span of 3 Months.
• Reviewed and implemented a robust and effective Sales, Training and MIS management process.
• Successfully retained and motivated Managers and Sales officers to work for the organization with increased productivity.
SALES MANAGER
Joined as Sales Executive and rose to the position of Sales Manager
Business Development: Formulating & implementing strategies for the growth of business opportunities for Consumer Banking Products.
Team Management: Leading a team of sales personals to achieve pre set targets, create awareness of the services provided and capture market.
Relationship Management: Identifying prospective clients, generating business from new accounts and developing them to achieving consistent profitability and ensuring total customer satisfaction through providing quality service and ensuring adherence to service quality norms.
Sales Promotions: Developing and executing various sales promotional schemes to create competition amongst the sales force and enhance corporate image.
Market Research: Conducting market research and trend analysis for keeping abreast with market trends, economy trends and competitor moves to achieve market share metrics and assessment of market needs.
Customer Relation Management: Ensuring total customer satisfaction through providing high quality services, adhering to service quality standards and troubleshoot on complaints.
Credit Risk Assessment: Evaluating credit risk ratings and appraisals of Payroll and loan proposals as well as handling the relevant documentation and formalities.
ACHIEVEMENTS
Successfully led a large team of Sales Professionals ( 2 Business Development Managers, 10 team leaders and 75 Business development Executives) to achieve the preset target of Sales of 3500 credit cards per month and 5 million Personal Loan Plus (Unsecured Loans) .
Most successful Business Development Manager across all UAE in the year 2005 and 2006.
Top Performer in selling Investment / Insurance Product (Unit Linked products of Royal Skandia called Systematic Investment Plan) in 2005.
Co-ordinaed with various software companies for the placement of DAC students and conducted personality development programs for the overall development of the students.
Instrumental in launching and courses and developing and implementing promotional plans for the DAC course.
Played a key role marketing of the software developed by Know-IT.
Gained hands on experience in execution of Market Research Projects for assessment of market trends and potentials.
Played a key role in carrying out product promotional activities for generating product awareness and capturing the market share.
Grade - A+