AVP, Business Development Manager.Injaz - RBG - Loan DST - DXB.Retail Banking Group

Role Overview

AVP, Business Development Manager at Mashreq, Retail Banking Group, Dubai. This role drives business development and sales within the Loan DST division.

Role Purpose

Drive monthly sales targets and develop business relationships across retail and corporate segments. Manage a portfolio of approved companies, execute targeted sales activities, and support team performance while ensuring strict compliance with Bank policies and regulatory requirements.

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 Management

• Relationship-manage a portfolio of approved companies by developing key contacts and relationships using a '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.
• Demonstrated experience in company empanelment, including onboarding, compliance management, maintaining strategic partnerships, and managing payroll banking processes.

Marketing & Growth Initiatives

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

Operations & Compliance

• 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 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 may be required.
• Participate in all Team Activities including morning huddles, training and coaching, complete mandatory compliance and fraud trainings, and Lean and rewards celebrations.

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 assigned.
• Provide training and mentorship through a buddy system to new and existing team members, fostering a culture of continuous learning and development and carry a participation target to drive high productivity.
• Be in-charge for the team in the absence or leave of the Sales Manager.
• Assist staff in achieving their goals and objectives.
• Represent the team in cross-functional meetings, providing updates and feedback to stakeholders on team progress and challenges.

Stakeholder Collaboration

• Facilitate communication between team members, credit underwriting, policy, operations, and CAM departments to ensure effective collaboration and information sharing.
• Actively liaise with superiors and direct reports within the business unit to achieve business objectives.
• Take ownership of customer complaints and support in resolution.
• Represent the team and provide exposure to senior management in critical meetings.

Strategic Support

• Take on a role as key resource for any new projects and initiatives.
• Understand customers' individual financial circumstances to support sales processes.
• Assist the customer 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.
• 4 years or more retail banking sales experience.

Skills & Competencies

• Complete product and policy information to ensure necessary documents are provided by the customer before submission to ensure smooth TAT.
• Confidence, persistence, and good verbal and written skills.
• Knowledge of products, service policies, and processes of Retail Banking.

Additional Information

• Operating within a competitive, dynamic, volatile, and regulated business environment with low entry and exit barriers.
• Required to adhere to well-defined business areas and policies and guidelines set out by the Bank.
• Must work within central bank guidelines and the Bank's credit policy, with guidance from sales management and product teams.
• Performance management will be evaluated based on achievement in line with Bank policy.