Head of Liabilities Acquisition - Emiratized Role

JOB SUMMARY / INTRODUCTION
 

To manage a team responsible to attract new to bank business of NTB Liabilities accounts ensuring achievement of agreed objectives of growth, profitability and customer satisfaction.
Responsible for Business development to increase the bank’s market share.
Define goals and key performance indicators for each member of the team and ensure the implementation of the same
Motivate and train the team and make sure the proper code of conduct is being followed
Conduct a meeting huddle with Team Leaders and the Sales officers
Provide guidance and support to the team
 

KEY RESPONSIBILITIES

Leading sales force for Commercial Banking Liabilities NTB acquisition to accomplish set sales and revenue objectives. Support the team to achieve sales and revenue objectives for Products as per set business plan

• Support the team to achieve monthly& annual set KPI objectives
• Manage distribution channel
• Ensure recruitment, training, motivation and retention of assigned staff
• Ensure x-sell opportunities are being tracked and sent accordingly
• Maintain Daily Sales Reports on sales performance and conduct regular performance review meeting with the team
• Ensure to enhance transactions on the liabilities book.
• Focus on increasing productivity and activity of the teams.
• Will ensure maximum activation of zero balance accounts.
• Focus on increasing FX revenue on the liability and the NTB clients.

Compliance

• Ensure adherence to banking regulations and organization guidelines relating to customer acceptance, data protection, money laundering and KYC.
• Monitor non-compliant activities viz., money laundering activities, and coordinate remedial actions with teams.
• Responding to the relevant compliance and sanctions queries within the relevant time frame.
• Will ensure complete and comprehensive KYC of accounts on-boarded.
• Cooperate and facilitate work of internal audit and risk management to address gaps and respond to audit reports within agreed deadlines.
• Whenever needed, contact customer service groups and processing units to ensure satisfactory service standards are met.
• Will ensure there are no lapses on deferrals requested.

Customers:

Be commercially effective in the role and consistently keep customer/client as focus & ensure excellent customer service by delivering quality client on-boarding experience.

• Monitor the performance of all clients on boarded by the team members and be responsible for quality of CDD and documentation.
• Keep close monitoring on the market and update team members
• Ensure thorough knowledge of all products, policies and processes in order to achieve superior client on boarding experience
• Call random clients and make sure proper information and services is provided
• Understand and resolve/escalate customer redresses to ensure timely resolution

Learning & Growth:

Participate in the assigned People Development and L&D programmes. Take accountability for own development by active enrolment and participation with close coordination with respective Team

• To ensure participation in assigned training, Learning & Development programmes
• To build and maintain effective business relationship with all internal departments
• Co-ordinate with other departments to ensure processing of applications within prescribed TAT’s
• Conduct fair and transparent appraisals to coach, counsel, motivate sales personnel and manage their career aspirations effectively

Internal Processes:
 

Ensure implementation of prescribed Sales & Compliance processes as per Bank's policies.

Implement governance & controls to proactively identify, manage and minimize/mitigate potential losses to the franchise within respective Area.

• Adhere to Risk Control Assessment process across all areas of Business Banking Department - Selling, Client Onboarding, Fraud Control, Client Application & KYC Documentation etc.
• Adherence to all prescribed internal processes to ensure satisfactory Audit Ratings by adherence of all prescribed processes
• Ensure to bring quality and right customers to the franchise.
• Discuss the cases with stake holders and ensure support is provided
   

REQUIREMENTS / QUALIFICATIONS
 

Required
 

• Good communication and analytical skills
• Appropriate knowledge of modem management techniques and best practices
• Familiarity with banking industry's rules and regulations
• Excellent organizational skills
• Results driven and customer focused
• Continuous suggestions on Changes and ways of improving FAB Products.
• To build and maintain effective business relationship with all internal departments and branches.
• Manage Business Complexities in view of competition
• Identify any cross-Selling opportunity for Other Business Divisions of the Bank
• Leadership & team management
• Service quality & customer handling skills
• Motivated & Proactive approach
• Ability to develop & strengthen relationship between team & customers
• Good knowledge of BB products, compliance policies & services
• NTB Business development abilities
• Good knowledge of BB products
• Good Computer skills; Excel, word, PP
• Competitive and ability to work in multi-cultural environment
• University Degree / MBA / PGDM / Sales diploma or certification preferable.
• 10-12 years of experience in Commercial Banking Acquisition team
• Preferred / Beneficial