AVP, Business Development Manager - Loan DST

Role Overview

Assistant Vice President, Business Development Manager - Loan DST at Mashreq. This role is based in a retail banking environment focused on personal banking products and loan distribution through DST (Digital Sales Team).

Role Purpose

To drive monthly sales targets and revenue growth by acquiring new customers and companies through ethical, structured selling practices while managing existing relationships and supporting team development. The role combines individual contributor sales responsibilities with leadership accountability for team performance and customer outcomes.

Key Responsibilities

Sales & Revenue Generation

• 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 Management

• Relationship-manage a portfolio of approved companies by developing key contacts and relationships (Hunter Model) as feed for team and carry specific company onboarding targets.
• Maintain and develop relationships with existing customers and companies to enhance cross-sell opportunities and take up specific company cross-sell and penetration targets.
• Work closely with Corporate and SME Banking units to empanel them for Retail cross-sell.
• Partner with credit underwriting, policy, operations and CAM departments to facilitate communication and ensure effective collaboration and information sharing.
• Take ownership of customer complaints and support in resolution.

Customer Onboarding & Compliance

• Demonstrate experience in company empanelment, including onboarding, compliance management, maintaining strategic partnerships and managing payroll banking processes.
• Ensure End-To-End customer TAT is met for all applications submitted with quality adherence as per target guidelines.
• Ensure strict compliance with the Bank's policy regarding product, customer KYC, FATCA, AML CTF and third-party channel interactions.
• Provide complete product and policy information to ensure necessary documents are provided by the customer before submission to ensure smooth TAT.

Marketing & Business Development

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

Team Leadership & Development

• Assist in the development and implementation of team goals and objectives, ensuring alignment with the Unit's strategic direction.
• Provide training and mentorship (buddy system) to new and existing team members, fostering a culture of continuous learning and development; carry a participation target to drive high productivity.
• Be in-charge for the team in the absence or leave of the Sales Manager.
• Support SM/ASM to monitor team ONR, Buyout and Re-work KPIs; corresponding balanced scorecard weightage will be assigned.
• Represent the team in cross-functional meetings, providing updates and feedback to stakeholders on team progress and challenges.
• Assist staff in achieving their goals and objectives.

Ethics, Compliance & Governance

• Ensure the highest ethics, standards and integrity are followed and immediately escalate any suspected or actual breaches to Senior Management and Governance as may be required.
• Participate in all Team Activities including morning huddles, training and coaching, complete mandatory compliance and fraud trainings, Lean and rewards celebrations.

Strategic Initiatives

• Take on a role as key resource for any new projects and initiatives.
• Support customers in achieving their objectives through courteous and friendly service, accurate promise keeping within the service delivery standards of the bank.

Qualifications & Experience

• Graduate of any discipline.
• Four years or more of retail banking sales experience.

Skills & Competencies

• Complete product and policy information specific to retail banking.
• Knowledge of products, service policies and processes of Retail Banking.
• Confidence, persistence and good verbal and written skills.
• Understanding of customers' individual financial circumstances.
• Ability to effectively and actively liaise with superiors and direct reports within the business unit to achieve business objectives.

Additional Information

• The role operates within a competitive, dynamic, volatile and regulated business environment with low entry and exit barriers.
• The job holder operates within well-defined and demarcated business areas and is required to adhere to policies and guidelines set out by the Bank.
• The job holder must work within central bank guidelines and the bank's credit policy.
• Guidance will come from sales management and product teams.
• Performance management will be evaluated based on achievement in line with Bank policy.
• Exposure to senior management in critical meetings.