Senior Manager - Business Development / Retail Banking
United Arab Bank
Total des années d'expérience :7 years, 4 Mois
- Reporting to the AVP of Multiproduct Sales.
- Managing the sales and business development activities for two assigned clusters, respectively SZR and Jebel Ali.
- Strengthening relationship with the existing/ approved entities via regular sales meeting to introduce our banking proposition and increase bank’s wallet-share.
- Prospection and acquisition of new to bank relationship by submitting listing proposals, assessing the business potential and more importantly the credit-worthiness of these new companies.
- Collaborating with the Marketing and Product Team to conduct On-site sales activities such as: Sales Kiosks, Road Shows, Open Days…
- Payroll Acquisition from Blue-Chip companies to grow the bank’s customer base and increase our Cross-Sell ratio.
- Implement new business development performance measures (scorecard) to track and monitor growth and product performance within each of the assigned accounts.
- Reporting to the Center Head of Business Banking.
- Managing a Portfolio of 120 local and offshore companies, with a Liability Base of AED 350 Million and an Asset Book of AED 100 Million.
- Monitoring the daily transactions on my portfolio, including but not limited to: Transfers, Foreign Currencies booking, Trade Finance transactions, Compliance & AML Approvals…
- Conduct regular client visits for relationship building, retention & growth of wallet share.
- Acquiring new relationships and promote Assets and Liabilities products to achieve the designated yearly budget.
- Establish new borrowing relationships for Business Banking (SME), preparing the required credit and financial analysis as per the bank policies and procedures to enhance the bank’s market share
- Spread and analyze financial statements, preparation of credit application, documentation & post-sanction monitoring through periodic account review/renewal.
- Manage the existing loan & facilities portfolio to ensure establishment of appropriate account plans, recommend credit facilities to maximize earnings while containing risks to an acceptable levels.
- Assist with the organization and participation in client seminars to educate the public and to promote products and services to our prime segment.
- Carry out market research, competitor and customer surveys as and when required.
- Reporting to the Head of Trade, Factoring and Escrow Services
- Managing the Trade Finance Sales across Corporate and Strategic Growth Sectors.
- 8 Corporate Banking portfolios are tagged under me, to develop Trade Finance business and grow credit limits utilization.
- Handling the Trade and Factoring of our Abu Dhabi Corporate Banking center.
- Act as a product partner for RM’s and assist their clients in structuring Import Lines, Bills / LC’s discounting and provide necessary advisory.
- Consult with RM’s to provide working capital solutions to their clients, mainly as Factoring and Bill discounting facilities.
- Managing the entire Factoring process, from client assessment; buyers endorsement; credit insurance approvals to loading invoices and start the funding.
- Among few factoring powerhouses that provides Import Factoring.
- Primary objective is to increase funded limits and income through Factoring facilities as well as maintaining current run rate and boost Non Funded income through Import Lines utilizations.
- Reporting to the Head of Corporate Liabilities Unit - Wholesale Banking.
- 1 Credit analyst / Client support staff under my supervision.
- Primarily manage a corporate portfolio AED 650M worth of liabilities, including names such as: Metlife Alico; Gulf Ferro; ICBA; AGFA Graphics; Duty Free Association of Middle East; Dubai Police Academy; Khalil Al Tajir; Abdullah Bin Toag; and some Government Related Entities.
- Predominant Focus on Corporate Liabilities and Deposits, via increasing existing client base CASA volumes.
- Cather to the need of Credit requirements in term of Import Lines and Bank Guarantees for our Liabilities clients by, preparing the required proposals to switch relationships to credit lending profile and generate additional revenues.
- Spread and analyze financial statements, preparation of credit application, documentation & monitoring through periodic account review/renewal.
- Have enhanced the NFI by booking 100% cash secured facilities. (LC’s; SBLC; SLC; Guarantees)
- Focus on Forex Exchange deals in collaboration with Group Treasury, by capitalizing on high values trading accounts to sustain portfolio revenues of Non-Funded Income.
- Keep up to date with Market Trends, Mega Infrastructure Projects, Main Economic growth segments to acquire new accounts.
- Have developed a yielding mix between revenues generating and business relationship management to meet both clients’ and bank’s budgets.
- Reporting to the Head of Branch Sales & Business Development UAE.
- Handling the Business Development activities for two assigned clusters, New Deira & Jumeirah region respectively, totaling 32 Branches.
- Prospection of new business venture within the geographical scoop of the clusters.
- Develop and execute short/long term payroll acquisition strategies to enhance the branches customer base and the X-sell ratios.
- Work with a “Push Approach” to serve the key clients at their premises and improve customer service quality.
- Drive the “Local Area Marketing” initiative by setting up strategic Sales & Service Booths at key companies and create brand awareness as well as driving retail product sales & promotion.
- Identifying the market trends and business opportunities and recommend to the product development team to enhance the competitive position.
- Reporting to the Head of Institutional Based Selling UAE.
- Planning a constant and productive agenda of regular meetings with key corporate relationships to promote our Retail Banking product offering.
- Networking and building up relationship with key decision makers and influential persons among our top listed employers.
- Accountable for achieving the payroll acquisition targets.
- Creating opportunities for new business acquisitions by listing potential companies and hence paving the way to the sales team to source NTB (New To Bank) business.
- Developing effective breach strategies to help the sales team leaders and sales managers to drive retail business such as Secured & Unsecured Loans, Credit Cards & Banc-insurance.
- Have Managed a team of Business Development Officers, with assigned targets in terms of payroll acquisitions.
- Reporting to the Sales Manager of Institutional Based Selling (National Bank of Dubai legacy).
- Managing the NBD Retail Portfolio of companies by selecting potential entities and establish relationship to create attentiveness & knowledge about our offering.
- Debriefing the sales team and getting potential leads for listing new companies, henceforth creating new markets to be tapped.
- Assign key clients to each team leader and their respective sales executives, and follow up on the business generated.
- Identify areas of improvement to boost sales, and prepare the necessary course of action to help the sales team achieve their target.
- Product/ Market based sales planning and provided input for payroll product development, pricing and customer service strategies
- Acquired expertise in breaking new avenues & driving sales growth activities; conducting opportunity analysis by keeping abreast of market trends and competitors moves.
Post Graduate Master degree (5 years higher education)
MBA Science of Management / Major: Marketing Specialty : Marketing of Services
- Abdelkarim El Khattabi High School, Casablanca, Morocco 2002-2003 Baccalaureat, Higher Diploma in Experimental Sciences Main courses: Mathematics, Physics, Natural Sciences