Head of Group Retail Banking Wealth Management
Qatar National Bank
Total years of experience :24 years, 5 Months
• Lead Retail Banking business with product management & innovation for one of the largest banks in MENA.
• Ownership of Retail Balance sheet size of approx. QAR 33bn with P&L responsibility
• Revised and finalized Retail Banking strategy for balance sheet and market share growth.
• Focused effort on Branch-wise growth in balance sheet and P&L performance.
• Introduced cross sell product bundling programs for channels, improving the sales productivity and business.
• Highest growth achieved in liabilities reducing cost of funds with highest CASA ratio.
• Concluded historical largest ever revenue generating agreements with the key business partners.
• Transformed Acquiring business doubling profitability with innovative revenue model and cost optimisation
• Introduced asset management unit, launched in-house investment funds, online stock trading platform across GCC markets.
• Generated new revenue stream through International alliance and mutual fund investments.
• Reviewed weekly business performance with Zone Managers and meetings with BMs to achieve high growth across all segment and product lines.
• Introduced first of its kind strategy focused on high revenue generating Ultra High Net Worth and Qatari segment business.
• Aligned consumer lending policies (mortgage finance, credit cards, vehicle finance and personal lending) to ensure consistent portfolio growth and improve credit quality.
• Spearhead development and subsequent implementation of sales and marketing strategies for distribution of Group Banking Packages.
• Organised and managed new alliances/tie-ups for local and cross border opportunities.
• Introduced data driven marketing strategies, exponentially growing Qatari and High Value client portfolio.
• Innovative strategies initiated with segmented approach to grow cards, FX & payments revenues.
• Introduced new innovative payments and payroll solutions with strong technological backing.
• Launched competitive products & campaigns for assets, liabilities and cards.
• Launched first ever millionaire life rewards and loyalty program, successfully contributing to limit utilization, acquisition of new cards and payroll accounts.
• Increased fee income by QAR 5 Million p.a. through credit life premium & portfolio re-pricing.
• Coordinate with Risk Mgmt, Compliance and Internal Audit Departments for review and resolution of operational and financial risks, compliance, audit and business related matters.
- Finalized and obtained Chairman and Board of Directors approvals on new Retail Banking strategy initiatives, CAPEX, balance sheet growth and profitability.
- Focal point for All Branches relating to review of Internal Audit report findings and ensuring timely response and resolution by respective branch managers.
- Coordinate with Central Bank of Oman to discuss central bank audit, product approvals, campaign launch, etc matters.
- Regularly attend ALCO meetings to discuss liquidity ratio, interest rates, foreign exchange, product pricing, business strategy, etc.
- Development of new products & campaigns with business ownership for all segments.
- Implemented regular engagement initiative with Regional Managers and Branch Managers to increase sales performance, identify gaps and provide necessary business support for timely achievement of financial targets.
- Initiated dynamic reporting system to focus on Branch-wise management of P&L and balance sheet growth.
- Identified profitable & non-profitable branches, finalized branch re-location, merger and new branch set-up proposals.
- Aligned risk framework, credit policies and collection strategies to improve asset quality and reduce NPAs.
- Created systems, processes and credit policies across various secured and un-secured consumer lending product lines.
- Reduced CoF by 0.50% on deposits portfolio, improved NIM with record growth in low cost liabilities and assets portfolio.
- Introduced Direct Sales strategy driving significant increase in consumer lending portfolio.
- Transformed Merchant Acquiring business doubling profitability with innovative revenue model and cost optimisation.
- Negotiated Credit Cards linked discount program contracts with POS merchants - lead to increase in limit utilization and special benefits to BD card holders.
- Introduced ladies banking, youth and high net-worth banking packages to increase segment market share.
- Launched first of its kind Souq mall event management and marketing campaign for debit & credit card customers.
- Launched Hawa Ladies Banking service with a specially designed deposits, lending and credit card loaded with segment preferred offers.
- Introduced Al Riadah Priority Banking services to enhance business relationship with bank’s top 20% profitable customers.
- Established Bancassurance Unit, lead additional revenue OMR 500k fee income through distribution of vehicle insurance, life and general insurance products.
- Developed and launched new mortgage finance, vehicle finance and education loan products with different segment value propositions.
- Initiated tie up with developers, real estate companies and brokerage firms and dealers to increase mortgage finance and vehicle finance business.
- Spearhead development and launch of innovative revolving credit product for Affluent & HNWI Segment, lead to new income stream of over OMR 1 Million p.a.
- Rolled out highly successful Special FD, High Yield, Al Heson Millionaire Savings products offering segment based CVP. Lead to significant growth in deposit volume, whilst reduction in overall cost of fund for the bank.
-Developed customer alternative investment and portfolio diversification strategies through Real Estate Fund and Private Equity partnership with developers.
- Continuously growing the market share in each of the business lines, ensuring the leadership position in alignment with the dynamic customer needs and technological advancements.
- Introduced online stock trading system, exponentially increasing brokerage fee income.
- Lead weekly meetings with Regional Managers and Branch Managers for timely achievement of financial targets.
- Formulated government, large corporate, mass market and ultra high net-worth segment strategies, lead to exponential growth in Deposits portfolio.
- Launched online trading platform providing GCC wide stock market access to HNI investors.
- Introduced new product suite and special banking packages directing focus on core segment needs.
- In a short span, achieved highest ever productivity for channels with cost control and new revenue streams.
- Developed and launched new Money Market linked deposit, Al Dana Millionaire, Up Front Interest and eSavings deposit products.
- Introduced Liability Management Desk to effectively manage liquidity position, NIM and drive growth in Retail & Corporate Deposits.
- As the biggest acquirer and Cards issuer (Debit/Credit/payroll), grew portfolio, usage, issuance, profitability with innovative & competition beating offers/campaigns.
- Created largest network of NFC enabled Tap & Pay POS network in a short span.
- Negotiated special discount and promotional offers with POS merchants, air port lounge and airlines.
- Substantially increased new Credit Card customer acquisition through joint marketing campaign and alliance with airlines, hypermarket chain, etc.
- Lead out-bound call center, redirected focus on credit card customer acquisition and re-activation of silent attrition customers
- Leveraged mobile banking, ATMs, net banking channels and eTrading platforms to increase fee income.
- Provided critical sales support to branch managers and relationship managers to source new-to-bank deposits and loans from large corporate, government, public sector and HNI customers.
- Attend EXCO and ALCO meetings to discuss liquidity requirement, interest rates, foreign exchange, business performance related matters.
- Identified non-profitable ATMs and CDMs with re-location and new set-up proposals to increase profitability.
- Developed revenue centric and customer oriented culture reinforcing focus on growth of key customer segment.
- Worked closely with Priority Banking RMs and Branch Managers to drive overall growth in product portfolio.
- Introduced cross sell product bundling programs for channels, improving the sales productivity and business.
- Delivered market share gain of 10% in merchant acquiring business through focus on alliance with retailers and segment client coverage strategies.
- Added numerous value added features, partnership alliances, loyalty programs, portfolio management and fee income enhancements
- Developed cash management products for HNI, POS Merchants, SME and Large Corporate clients to effectively manage cash flow, liquidity position, FX and trade payment transactions.
- Significantly increased new credit card customer acquisition through launch of cash-back/ competitor limit transfer campaigns.
- Launched innovative Visa debit and credit card marketing campaigns to increase interchange, interest and FX income.
- Some of the unique initiatives have grown Cards usage by 20% MoM with 15% jump in revenues.
- Redirected branch & direct sales efforts towards large corporate and government employees.
- Facilitated bulk customer acquisition through launch of salary acquisition campaigns and packages.
- Launched incentive and sales competition for branch and sales channels resulting into significant growth throughput.
- Took over and refocused the other payments business of the bank such as government joint venture (LMRA) payroll solution and digital wallet.
- Visited SME and Large Corporate to enhance business relationship with key decision makers, enrol new merchants, bulk salaried customer acquisitions.
- Established Al Watani Priority Banking centres to strengthen and manage relationships with top 20% profitable customer segment
- Re-structured Al Watani Millionaire Savings product targeting high value depositors.
- Introduced Al Mumayaz hybrid savings product providing segment benefits & transaction based pricing - significantly reducing CoF and increased CASA ratio.
- Launched salary acquisition campaign and special corporate package to increase consumer loan portfolio.
- Instrumental in set up of new Retail Banking Division in Emirates Bank.
- Facilitated transition of Middle East Bank to Emirates Islamic Bank.
- Lead Retail Banking business with innovative product management for one of the largest banks in MENA.
- Presented to CEO and Board of Directors the revised Retail Banking strategy, budget requirement and roll out plans, obtained approval as proposed.
- Closely coordinated with Branch Managers and Direct Sales team to achieve product sales budget.
- Launched first of its kind meBANK self-service banking, kiosk & cluster Branch business model with milestone of 100, 000 new-to-bank customer acquisition.
- Launched first-to-market Fortunes Millionaire Savings scheme, achieved milestone of AED 1 Billion (net new money) in one year.
- Instrumental in turning around assets business to positive growth MOM with quick wins.
- Launched innovative unique highly successful segment centric packages, products and campaigns.
- Developed multiple finance solutions covering leasing, personal loans, large ticket mortgage loans, vehicle finance, education loan, credit card, consumer durable financing program etc.
- Increased fee income through launch of sweep Call & CA account for HNI, Government and Large Corporate customers
- Introduced Pre- approved & pre-screened credit card offers and automated EMI programs to increase card customer acquisition.
- Launched special Credit Card campaign and Airlines cobranded cards.
- Launched innovative debit & credit card utilization campaigns to increase interchange, FX and fee income.
- Launched Currency Option, Step Up Notes and Leverage facility products for Elite segment customers.
- Launched Al Shaheen Priority Banking service to capture business entrepreneurs, HNWI, SME segment market share, providing one-stop solution to personal and business financing needs.
- Developed and launched new car leasing, vehicle finance, Fortunes savings, Special CA and Foreign Currency products.
- Lead alliance with car dealers to extend customer reach.
- Developed special banking packages based on segmentation/needs. Significantly increased fee income by AED 15 million through launch of segment package and transaction re-pricing strategy
- Introduced segment based strategy of selling special package accounts (bundling) versus standalone products
- Developed meBANK self-service banking with instant consumer loan & deposit account opening facility, RDC and cluster branch network access to customers.
- Launched meBANK branding campaign, instituted new corporate brand identity widely acclaimed.
- Launched first ever bank-in-a-box instant new account and debit card facility to facilitate new customer acquisition.
- Facilitated Corporate Banking clients in arranging trade finance facility, utilization, issuance of Export Import Letter of Credit, Documentary Collections and TRs.
- Checked trade finance documents ensuring compliance with LC & UCP terms and approving payments.
- Involved in issuance of Letter of Guarantees (Bid Bond, Performance and Tender Bonds).
- Instrumental in automation and implementation of new Trade Finance System, system specifications, programming, user acceptance test and sign offs.
- Managed international remittance division, supervising SWIFT transactions, correspondent banking relationships, trade finance related payments and transactions.
Professional Postgraduate Diploma in Marketing [UK Level 7: Master's Degree]
Professional Diploma / Advanced Certificate in Marketing [UK Level 6]
Banking Certificate [Cert. CIB]
