AVP, Bancassurance Sales

Role Overview

Assistant Vice President, Bancassurance Sales at First Abu Dhabi Bank. The role is responsible for selling core products and driving cross-selling of direct sales products within an assigned business territory.

Role Purpose

To build and maintain effective business relationships with customers while managing an assigned sales team to achieve or exceed sales targets in accordance with credit policy, FAB culture, and all regulatory and compliance requirements.

Key Responsibilities

Sales & Business Development

• Sell core products and encourage cross-selling of other direct sales products in assigned business territory.
• Identify and capitalize on cross-selling opportunities for other business divisions of the bank.
• Develop new strategies for business in the respective area and build a strong business support unit.
• Conceptualize and create new avenues of business in collaboration with Employee Banking.
• Propose new companies for listing under TML.
• Assist in conducting promotional activities, meetings, and road shows in assigned showrooms to achieve or exceed budgeted sales volumes.
• Recommend bank products sourced by the team that are considered good credit risks and align with bank policy.
• Increase bank visibility in the banking and financial industry.
• Increase bank profitability.

Team Management & Performance

• Manage the assigned team to ensure monthly sales targets are met or exceeded.
• Ensure proper performance and productivity mix in the team.
• Motivate the team by awarding high performers and guiding others to improve performance, with reporting to the manager DSD team.
• Address team training needs by directing staff to appropriate resources.
• Manage daily set of activities, outputs, and staff performance through digital platforms.
• Plan, organize, lead, and control team and their activities both from office and remotely using Microsoft Tasks, CRM, and digital transformation mediums.
• Build and grow the sales organization as an extension of the branch manager and branch network.
• Interface with Employee Banking relationship managers to effectively deploy teams and capitalize on employee banking and branch opportunities.
• Ensure team members are always up to date on product features and promotions.

Compliance, Standards & Culture

• Ensure FAB WAY culture is fully implemented.
• Adhere to Standard Operating Procedures, policies, Code of Conduct, and Service Standards of the bank.
• Ensure team members adhere to the same standards and initiate appropriate disciplinary action for violations noted.
• Source quality business by ensuring fraud and compliance guidelines are met.
• Function within the framework and boundaries of group policies as well as overall organizational and governance frameworks.

Customer Relationship Management

• Build and maintain effective business relationships with customers.
• Build and maintain effective business relationships with all internal departments and branches.
• Ensure effective customer relationship management of all business sourcing by constructively using NPS survey remarks and scores.
• Provide regular customer and market feedback to senior management to improve product offering and business acquisition.

Documentation & Quality Control

• Ensure that documentation provided by the team is complete and error-free for all approved applications sourced from the assigned team.
• Ensure the team conducts regular follow-up for document discrepancies that have been approved as deferrals.

Reporting & Management

• Provide monthly MIS on performance to manager of the assigned region.
• Provide weekly MIS on all related sales and services updates to manager DSD team to ensure regular tracking of errors, deferrals, and related issues.
• Develop and maintain reporting and tracking systems, anti-attrition processes, and techniques to ensure effective sales progress.

Strategic Operations

• Manage business complexity in view of competition.
• Manage the area to ensure all overall responsibilities are achieved or exceeded.
• Continuous suggestions on changes and ways of improving FAB products.
• Possess market knowledge and competition policy and process awareness.
• Require good convincing and negotiating skills according to the complexity of business.

Qualifications & Experience

• University degree or equivalent qualification.
• Between 3 to 5 years' experience in selling banking products or in a financial industry.
• Desirable to have a sales diploma or certification.
• Experience in similar job area is an added advantage.
• Good knowledge of bank retail products.

Skills & Competencies

• Excellent PC skills and very good computer and organizational skills.
• Leadership and team management skills.
• Service quality and customer or dealer relations.
• Comprehensive sales skills.
• Ability to develop strong professional relationships between team and customers.
• High motivation and pro-activity.
• Competitive and multicultural awareness on related resources.

Additional Information

• Customer sales targets.
• Client satisfaction index.
• Adherence to policies, processes, and procedures of FAB.