AVP, Business Development Manager - Loan DST

Role Overview

Assistant Vice President, Business Development Manager - Loan DST at Mashreq. This role focuses on driving sales and relationship management within the retail banking segment, particularly in personal banking products and loan distribution services.

Role Purpose

To achieve monthly sales targets while managing a portfolio of approved companies and customers, developing strategic relationships, and supporting team objectives through ethical sales practices, compliance adherence, and cross-sell opportunities in a competitive banking environment.

Key Responsibilities

Sales & Target Achievement

• Achieve monthly sales targets in the financial year.
• Present and sell all personal banking products and services to potential customers in an ethical, structured and professional manner.
• Prospect in targeted segments that require meeting standards in phone calls and face-to-face visits.
• Handle objections with a view to getting the customer to buy or company to transfer payroll.
• Record all sales activities in Daily Sales Reports and update CRM for leads and contacts.

Relationship & Portfolio Management

• Relationship-manage a portfolio of approved companies by developing key contacts and relationships as feed for team, carrying specific company onboarding targets.
• Maintain and develop relationships with existing customers and companies to enhance cross-sell opportunities, carrying specific company cross-sell and penetration targets.
• Work closely with Corporate and SME Banking units to empanel them for Retail cross-sell.
• Demonstrated experience in company empanelment, including onboarding, compliance management, maintaining strategic partnerships and managing payroll banking processes.

Marketing & Business Development

• Conduct targeted micro marketing activities that include Kiosk activities, carrying specific targets on number of kiosk activities held and opening doors for the team.
• Support SM/ASM in driving digitization and automation targets, carrying a sub-target.

Operations & Compliance

• Ensure End-To-End customer turnaround time is met for all applications submitted with quality adherence as per target guidelines.
• Ensure strict compliance with the Bank's policy with regards to product, customer KYC, FATCA, AML CTF and third-party channel interactions.
• Ensure the highest ethics, standards and integrity are followed and immediately escalate any suspected or actual breaches to Senior Management and Governance as required.
• Should have complete product and policy information to ensure necessary documents are provided by the customer before submission to ensure smooth turnaround time.

Collaboration & Cross-functional Engagement

• Facilitate communication between team members, credit underwriting, policy, operations and CAM departments to ensure effective collaboration and information sharing.
• Represent the team in cross-functional meetings, providing updates and feedback to stakeholders on team progress and challenges.
• Take ownership of customer complaints and support in resolution.

Team Leadership & Development

• Assist in the development and implementation of team goals and objectives, ensuring alignment with the Unit's strategic direction.
• Support SM/ASM to monitor team ONR, Buyout and Re-work KPIs with corresponding balanced scorecard weightage assignment.
• Provide training and mentorship through buddy system to new and existing team members, fostering a culture of continuous learning and development, carrying a participation target to drive high productivity.
• Be in-charge for the team in the absence or leave of the Sales Manager.
• Responsible for assisting staff in achieving their goals and objectives.

Participation & Engagement

• Participate in all team activities including morning huddles, training and coaching, complete mandatory compliance and fraud trainings, and Lean and rewards celebrations.

Qualifications & Experience

• Graduate of any discipline.
• Four years or more retail banking sales experience.
• Knowledge of products, service policies and processes of Retail Banking.

Skills & Competencies

• Sales profile requiring confidence, persistence and good verbal and written skills.
• Understanding of customers' individual financial circumstances.
• Ability to provide courteous and friendly service while keeping accurate promises within the bank's service delivery standards.

Additional Information

• Exposure to senior management in critical meetings.
• Will operate within a competitive, dynamic, volatile and regulated business environment with low entry and exit barriers.
• Job holder operates within well-defined and demarcated business areas and must adhere to policies and guidelines set by the Bank.
• Must effectively and actively liaise with superiors and direct reports within the business unit to achieve business objectives.
• Must work within central bank guidelines and the bank's credit policy, with guidance from sales management and product teams.
• Performance management evaluated based on achievement in line with Bank policy.