Head of Business Development
Banque Misr
Total years of experience :26 years, 3 Months
•• July 2008 - Current Banque Misr
Promoted to Business Development- Deputy General Manager as of Oct 2014.
• In addition to the tasks mentioned below as a Head of Sales Development, certain emphasis were given to certain products namely Club-membership financing, Mortgage and Insurance.
• A fully study was provided on Cash Loans insurance where the bank implemented the study results and diversified its cash insurance coverage to more than an insurance company and changed the process flow for accepting any insurance providers and finally approved to insure employees in staff loans.
• Amended the Club membership loan tenor and sales process flow.
• Suggested a new program for club membership loans through the club guarantee and in the approval process.
• Proposed a Tele-Sales business case with headcount, workflow, cost and profit and budget and in the approval process.
• Approached Black Ball club and finalized a membership financing agreement in January 2015 then ensured flow of business through effective training, marketing aids and business monitoring with expected business of 12 million of facilities in 2015.
Head of Sales Development Department July 2008 to September 2014
• Altered the business process for all retail products through approving and booking secured cases in the branches, initiated a check point for applications.
• Created a new department, the Sales Development and amended the branches structure to have sales officers and sales managers in all branches.
• Interviewed and assigned more than 1200 Staff in the sales structure (new hires or reassigning) of 480 branches all over Egypt.
• Liaise with the Product Heads and teams to identify performance issues or products specs and altered sales targets.
• Arranged and delivered sales techniques and product knowledge training for Sales Officers, Sales Managers, Branch and Regional Managers (more than 2500 employees).
• Determined sales KPIs to provide feedback to individuals and branches on performance.
• On the business development side, contributed to the development and launching of Auto-loan, pre-approved Credit Cards and bundle Card & Loan for payroll customers, and Retail Segmentation.
• Provided a full business case for the Retention unit with proposed structure, headcount, work flow which reflected on the business by improving the credit cards cancelation percentage from 20% to 10% in 2011 and saving more than 5000 cards.
• On the Sales side, grew Banque Misr Credit Cards in 2009 by 100% (3000 in 2008 to 6000 in 2009) and in 2013 (16000). Also grew the Personal Loans sales in 2009 by 52% (200 M in 2008 to 310 M in 2009 and in 2013 (1.9 Billion).
• Launched the Auto-Loans in October 2009 with sales of 8 M then grew sales to 85 M in 2010 and 515 M in 2013.
• Grew the Bancassurance premiums from 30 M in 2008 to 70 M in 2013.
•Presented the direct sales business case with the targeted budget, headcount, and work flow….etc.
•Successfully launched the direct sales department in the bank and in parallel managed the relationship with the sales agency of the bank.
•Recruit and interview all the unit potential employees, sales officers, team leaders and sales coordinators and retained turnover rate at less than 5% yearly.
•Focus on continuous improvement of processes and the development of employees.
•Design new solutions to sales structures and organizations, respecting objectives, customer needs, market and competitor moves.
•Design, develop, and implement selling and sales management processes to increase sales effectiveness
•Direct the development and ongoing enhancement of the tools to support the sales processes.
•Develop, monitor, and continuously improve metrics and measurements for tracking the sales process results.
•Management of internal Sales operations functions focused on improving sales efficiencies
•Provide ongoing support of Sales operations accountabilities and projects.
Achieve an average of 120% of monthly sales targets in terms of credit cards and assets products.
In addition to the mentioned below tasks of the Bank Relationship Manager, I was involved in the following tasks:
•Prepared the annual business plan of the bank.
•Assisted the BA manager in improving the Sales Management process and tools.
•Contributed to the overall improvement of the unit through different activities.
•Launched the new role out of Banque du Caire in terms of manpower, business plan for every branch, marketing materials and Collection system.
•Developed two Bank Relationship managers under my supervision when required.
•Head the recruitment committee unit.
•Delivered sales and sales management training modules when needed.
-Built and maintained business relationships with Bank Misr branches managers as well as upper management and the Bancassurance unit and also all other units in the company.
•Developed the sales team (5 Area Managers & 40 Insurance Sales specialist) in terms of training, coaching, etc and make sure they are to achieve, monitor, control and enhance the sales activity in the field.
•Had an active role in prospecting, recruiting and training new sales force without exceeding the approved headcount and also anticipating potential turnover.
•Increased sales turnover by 200% of sales achievements.
•Ensured a high motivation level within my team and in the bank BA team through contests, championship, gatherings, etc.
•Monitored the activities of the sales staff to ensure that all formal processes are adhered to bancassurance standards and expectations and all KPIs are within acceptable levels.
•Assisted the sales force by undertaking regular field visits to the branches.
•Established good cooperation spirit with all other departments in the company.
•Achieved quantity and quality productivity targets and ratios on a Monthly, Quarterly and Annually Basis.
•Reported to Direct Sales Head.
•Totally responsible for a geographic area from managing and getting the best retail business out of this area
•Achieved monthly and annually sales targets of retail consumer products (credit cards-personal loans -personal bank accounts….)
•Led a team of 12 to 15 direct sales executives.
• Interviewed and recruited candidates to my team.
•Sustained high sales performance levels from 100% to 120% of the sales targets.
• Coached my team members in both the training classroom and the field
•Reported to Telesales Operation Head.
•Participated in the launch of Citibank’s Retail business in Egypt.
•Identified applicable reports measuring different activities and performances.
•Achieved monthly and annually sales targets of retail consumer finance (credit cards-personal loans -customer accounts….) through phone sales.
•Led a team of 15-20 Telesales executives and 10 Runners.
•Interviewed and recruited Telesales executives and Runners.
•Developed the sales techniques through appropriate training and coaching.
•Led, coached and managed a group of 6 sales people.
•Put forward a master sales plan for Egypt identifying the sales potential industries and areas.
•Coordinated with the mother company in England in terms of commissions, training & online customer support.
Graduation grade : Good Currently I finished all the MBA modules and I am preparing the thesis.