Commercial Bank
Assistant Relationship Manager
Commercial BankQatar3 days ago
Full-timeSales, Business Development
Job Summary

  • To effectively generate unit’s sales for the Retail bank and achieve financial and non-financial targets.
  • Manage and build company portfolio through relationship management in order to generate retail banking business.
  • Build and maintain relationship with key corporate decisions makers from key Banking at Work decision maker & New to bank employer's organization.
  • Increase retail bank customer base by growing sales acquisition of new customers and enhance retail asset & liability products cross sales.
  • Effectively engage and work with the wholesales RM teams to leverage on key corporate banking relationship and build the relationship for retail banking business.
  • Aggressively identify New to bank company relationships to grow portfolio of companies & to grow overall retail banking customer base.
  • Daily engagement with direct sales teams for coordinating fulfilment requirements to meet financial targets.

Key Accountabilities

Key Accountability Area #1 CB@Work portfolios & New to bank relationships – sales targets

  • Grow existing retail business by unit sales from corporate company portfolios (CB@Work Co) handled in order to generate unit sales on assets and liability products.
  • Introduce & list new to bank relationship to generate retail banking business
  • Grow retail banking business portfolio – Liability sales: New salaried accounts, deposit base (increase low cost funds) as per budget.
  • Asset sales growth: increase lending through cross sales to customers from CB@Work & New to Bank companies. Personal loans, Vehicle loans, Mortgage loans, credit card sales.
  • Develops tactical acquisition/ sales plans in support of business unit strategy and objectives;
  • Directs the implementation and execution of same and aggressively manage the sales pipeline ensuring the team’s pipeline is robust and will meet the targets including accurate and timely reporting of the pipeline and prospects in the pipeline
  • Devise and implement calling strategy to meet call quota and sales goals on a daily, periodic basis.
  • Periodic monthly review of portfolio with sales team management, & other stake holders like direct sales team’s fulfilment teams, to be conducted.
  • Proactively provide feedback on customer needs offer, product requirements, policy changes to Head of Banking at work.
  • Effectively work with the entire retail sales teams. Direct sales for fulfilment, tele sales teams to improve cross sales on company portfolios.

Other Accountabilities

Key Accountability Area #2: Portfolio management & relationship management

  • Perform financial analyses on company financial performance, portfolio analyses on employer portfolio performance.
  • Provide customer feedback on issues, product requirements, and business opportunities, cross department opportunities to Senior Managers or Head of banking at work.
  • Analyses individual company sales performance; suggests corrective actions; assists Sales manager & officers in cold calls and in Sales management for driving sales and retaining customers.
  • External customer & Internal Relationship Management with Key Leaders across Business Lines.
  • Manage Referrals Received from Line of Business Leaders.
  • Recommends opportunities & improvements based on market research and competitor analyses; ensures implementation of approved campaign initiatives

Key Accountability Area #3 Customer Satisfaction & Customer relationship management.

  • Achieve department KPI on Customer satisfaction score by jointly working on all customer related functions.
  • Liaise with risk teams for sorting company-based policy, lending issues and escalating to business heads for credit policy programs, to ensure customer experience is maintained at high standards.
  • Serves as the quality checkpoint associated with the sales process; ensure proper TAT is maintained for companies (business sourced and processed).
  • To support on business processing, approvals needs, as required by the department.

Key Interactions

Internal

  • CB@Work RM’s, Unit Head of CB@Work, Head of sales – performance monitoring, day to day objectives.
  • Direct Sales team: Sales managers, Sales officers, direct sales agents. – For daily day to day fulfilment & business sourcing.
  • Tele sales managers, Sales officers for cross sales opportunities.
  • Business support managers, head business support. – For business processing & achieving financial targets.
  • Credit risk teams- company listing, company related policy issues.
  • Call centre- CRM, customer’s issues and escalations.
  • Product team- for CVP based issues.
  • Branches teams- BM’s, ABM, supervisors.

External

  • Company key contacts, HR heads, CFO, Managing director, CEO & decision makers
  • Company business HR decisions makers.
  • Customers

Competencies

Key Skills

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