Manager - Branch Sales & Distribution Effectiveness ( UAE)
Emirates Islamic Bank
Total years of experience :18 years, 1 Months
Key senior management position in consumer wealth management banking, responsible for meeting new business origination targets and net income targets for the entire branch network (64 Branches) through all consumer banking asset, liability, investment and takaful products with a coverage of 60+ branches in UAE. In addition, areas of accountability include high level Sales Management, Project Management, Performance monitoring of Mass retail segment and Advantage segment (HNWI) & training management. Augmenting Bank’s Branch presence through strategic tie ups, productivity, incentives, rewards, competitions sales stimulation programs for Branch front line staff.
Budgeting, managing and implementing Branch expansion/ rationalization strategies, customer life cycle management campaigns, quality of sales & customer experience standard at front end. Business development through setting up New outsourced Sales Channel and implementing strategies to fertilize business from other segments in the Bank
Key Highlights & Achievements:
- Developing and gaining acceptance for sales strategies & targets and implementing them to achieve unit sales and market share targets for 64 Branches.
- Setting sales targets for Districts and monitor their achievement to ensure that budgeted sales targets are met.
- Led process improvements such as Account opening through BPM model, after sales transactions processes, TAT improvements in Retail product processing resulting increased productivity and betterment in service.
- Launched comprehensive and fully integrated on - boarding training & development programmes for all Branch sales staff that resulted in incremental productivity, reduced sales errors, improvement in customer survey scores and reducing staff turnover.
- Worked with Product team to launch Investment & takaful products, increasing revenue by 15% in year 2016.
- Worked with Product team to launch Advantage Banking segment for Mass Affluent customer to penetrate cross sell business and improve customer services.
- Worked with strategy team to implement new Branch modelling, realignment of Job roles and task, making a 20% cost reduction impact in Branches cost.
- Worked with CLM team to design and launch various Retail products campaigns that resulted in 8% increase in business volumes in year 2015 & 2016.
- Worked with CRM team to design and launch Siebel CRM across Branch network.
- Improved On-boarding TAT through a centralized way, training and channelizing complaints through CRM & routing Branch service calls to call center that resulted in reducing work load & telecom cost at branches simultaneously enhancing efficiency.
- Co-ordinated efforts in improving Score card and incorporated centralized Bureau that contributed in higher approval rates and enhanced rejection reviewing process.
Building 16, 9th Floor, Dubai health care city, P.O.Box - 6564, Dubai, U.A.E
- Established successful incentive & recognition scheme that increased performance whilst keeping incentive cost minimal.
- Involved in managing or running smalls/ large projects involving low to medium or high value / risk.
- Fostering and contributing personally to the achievement of a flow of improvements and procedures in order to enhance productivity and cost- effectiveness.
- Change Management - proactive actions, constant counselling & training led to swiftly implement enhanced process and application flows along with in Unit and cross- functional units and achieved required goals.
- Worked along with SME segment to establish SME centers in Branches and penetrate & capture SME focused regions/markets.
- Contributing to the development of business strategies and plans which are aligned with the business mission and objectives.
- Identifying and implementing quick actions to overcome any sales performance gaps for all asset and liability products for Mass Retail & Advantage Banking segment.
Tasked to Grow Personal Finance & Cards business & develop market share and transform under leveraged region such as Sharjah & Northern Emirates by using start-up entrepreneur and analytical approach. Increase penetration, develop acquisition strategy, talent hiring process and structure realignment, bespoke product development and promote main stream cross-selling by maintaining governance, fraud controls and segment risk management strategies.
Key Highlights & Achievements:
- Successfully led Sharjah & N.E DFS team to record fiscal year by increasing the total Emirate contribution to nearly 15% of UAE total sales (Unsecured products - Cards and Personal Finance) as compared to 5% in 2009 & 2010
- Designed & implemented prescreening checks to mitigate fraud resulting in NIL losses for year 2011 & 2012.
- Proactively introduced performance-driven culture and analytics tools, early warning KPIs and scoring models that resulted in optimizing sales productivity.
- Coordinated bespoke marketing campaigns for Sharjah & N.E Region to capture market share.
- Oversaw, developed, coached, and engaged 20 team members - to accomplish key business objectives
- Launched initiatives for mass acquisition by utilizing unconventional & innovative sales strategies that significantly contributed in inorganic growth
- Engaged closely with Liabilities Product team to launch Liabilities Cross sell products for Direct Sales across UAE.
- Established segment focused strategies and introduced multiple acquisition methods to drive one to one and one to many acquisition approach.
Certification in Credit Management from EIBFS in collaboration with Hong Kong institute of Bankers
Completed o-level