Area Sales Manage - Loan DST

Role Overview

Area Sales Manager - Loan DST at Mashreq. This role leads personal banking sales teams in a competitive, regulated banking environment with responsibility for sales targets, team performance, and customer relationship management.

Role Purpose

To achieve monthly sales targets for personal banking products by driving teams and individuals toward assigned KPIs, developing market opportunities, maintaining staffing levels, and ensuring that Field Officers of Sales (FOS) meet all KPI and KPA standards through monitoring and direct engagement.

Key Responsibilities

Sales & Revenue Targets

• Achieve monthly sales targets for various personal banking products by driving teams and individuals toward their assigned KPIs.
• Identify and develop opportunities to maximize penetration in key organizations.
• Review MIS, identify opportunities for growth, sales trends, and maintain effective performance management standards.

Team Management & Development

• Ensure headcount plan is maintained throughout the year by managing attrition and facilitating timely recruitment of staff.
• Identify training needs of staff and arrange for appropriate training programs in liaison with MLS.
• Provide one-on-one coaching and leadership to new joiners to achieve productivity levels and address high entry-level sales attrition.
• Ensure FOS drive participation in all team activities including morning huddles, training and coaching, mandatory compliance and fraud trainings, Lean and rewards celebrations.

Field Officer Oversight & Performance

• Ensure FOS achieve all KPI and KPA standards through monitoring phone calls and face-to-face visits alongside monthly financial targets.
• Ensure FOS conduct micro marketing activities including Kiosk activities and other direct marketing activities.

Relationship Management

• Maintain and develop relationships with top management of target market companies and existing customers to enhance cross-sell opportunities.
• Act as an external personal contact between the bank and its existing and potential markets.
• Provide hands-on relationship management to ensure effective and timely delivery of bank services and products through proactive interaction across various units.

Market Insight & Compliance

• Keep abreast with market dynamics and share learnings with NSM and Head of Sales regarding areas for improvement and concerns.
• Operate within well-defined and demarcated business areas and adhere to policies and guidelines set out in the Bank's Credit Policy Manual.

Problem Resolution

• Resolve customer problems and complaints by handling them through to final resolution through coordinating with line managers and other channel partners.
• Track incentives paid to staff and assist in any queries.

Qualifications & Experience

• Graduate, preferably MBA in Sales & Marketing.
• Eight to ten years banking sales experience.

Skills & Competencies

• Sales profile requiring confidence, persistence, personality and strong verbal and written communication.
• Basic knowledge of products, service policies and processes of Retail Banking.
• Ability to effectively and actively liaise with superiors and direct reports within the business unit to achieve business objectives.

Additional Information

• Candidate must be comfortable operating in a competitive, dynamic, volatile and regulated business environment.