Sales Manager

Organization Unit Purpose

The team is responsible to develop more profitable business for Retail bank and also to acquire more assets and liabilities customers for the bank. This team is formed to acquire new to bank customers for the bank, utilize the business opportunity and increase the sales volume and to add multiproduct sales culture to the bank.

The unit is accountable for developing and growing liability and payroll business for the Retail bank and accountable for achieving budgeted business volume for the Retail bank. The unit is responsible for developing and growing deposits and CASA base for the Retail bank. This unit is formed to acquire new to bank customers, utilize the business opportunity and increase the sales volume and to add multiproduct sales culture to the bank.

The unit is responsible for managing payroll business for the Retail bank, acquisition, relationship management and growth of payroll business.

In order to increase the payroll customer base for the Retail bank, develop a sales unit for payroll management for large corporates, MNC, government organizations and prime local organizations. The team will create a strong customer base with minimal risk for the Retail bank for upselling all retail products including loans, overdraft, credit cards and Bancassurance.

Job Purpose

To develop the market share of all Retail Liability products. To achieve business volume, penetration and cross-sell targets for liability sales team and also responsible for ensuring sales results for fixed deposit, CASA balances and payroll accounts for the affluent team, cross selling and business development team. Deliver the annual financial budget in line with the approved business plan.

To manage recruitments, retention and training of the team. Maintain consistency on business acquisition and percentage of approval rates from acquired business sources. Create and implement sales plan over medium term timeframe with a view to develop sales strategies and achieve budgeted numbers. Deliver the annual financial budget in line with the approved business plan.

Coordinate with different departments in the bank for effective functioning as a team and delivering high level of services to the customers. Agree and set targets for individuals and monitor performance on regular basis.

Ensure all marketing initiatives and incentive campaigns are effectively followed and monitored. Hold regular review meetings with the team to assess achievement versus plan and work out any future plans. Comply with the approved policies, procedures and norms to protect the organization's and customers' interest.

Develop separate area-wise acquisition plan and execute it like scan the area approach. Work out adoptable sales strategies jointly with branches based on the location. Focused approach for acquiring business from various free zones, LLC companies. Focused and segmented approach on business sourcing.

Daily monitor the activities of the team and manage the sales team through a sales management system. Continuously develop and run innovative sales promotion and motivational programs for the sales staff. Ensure that appropriate training is given to all relevant staff on the bank's policies and procedures. This includes the provision of training on key policies and procedures such as sanctions, AML and CTF.

Respond to all regulatory requests to review and provide relevant information (e.g. customer, transaction, policy, procedure, and training, compliance monitoring and process details) or cooperation in a timely manner. Undertake periodic, risk based, compliance monitoring to ensure the bank's policies and procedures are being complied with and escalate to management significant non-compliance.

Review all high risk accounts assigned for potential money laundering risks or concerns and provide accurate feedback or approval to the concerned branch or business unit within the agreed turnaround time. Provide advice and guidance from AML and compliance perspective.

Review new account opening applications in line with compliance, AML, high risk, PEP in line with group PEP policy and UAE Central Bank guidelines. Review and provide feedback to compliance team to all correspondent banks, central bank and from other regulators. Work closely with staff and customers to obtain relevant documents to address AML and compliance queries.

Job Content

• Sales Targets: Achieve assigned sales targets in order to contribute to the sales volumes and revenues through the team. Develop new markets and customers within the assigned territory to enhance sales volumes and revenues.
• Financial Budget: Deliver the annual financial budget in line with the approved business plan.
• Business Planning: Develop, implement and monitor business plan to ensure optimum resource utilization and productivity levels.
• Compliance Policy: Strictly implement bank's policies and procedures. This includes the provision of training on key policies and procedures such as sanctions, AML and CTF.
• Employee: Manage recruitments, develop sales staff through on-job training, coaching and managing their performance to ensure required levels of performance and productivity.
• Sales Strategy: Create and implement sales plan over medium term timeframe with a view to develop sales strategies and achieve budgeted numbers.
• Cross Selling: Cross sell non-assigned products and services to contribute to the revenues and market presence through the team.
• Market Intelligence: Provide market intelligence to team on a regular basis for use in order to address competition strategies aggressively.
• Team Management: Manage the team's day-to-day activities and monitor their performance in order to generate maximum results from each staff, consequence management on sales and also to deliver superior customer services.

Education

Graduate or Postgraduate with high level of computer knowledge and skills.

Experience

A seasoned professional with over 10 years of rich and diversified management experience in the area of sales and marketing, business development, training, product, client relationship management. The job holder must have a high level of analytical, communication and leadership abilities in order to manage and motivate a large number of staff. The job holder must be highly achievement oriented and accustomed to work with short time schedules. He or she should have considerable planning and organizational capabilities. The job holder has to have a high level of knowledge of the credit policy, banking operations and product programs in order to ensure that all business development situations are correctly interpreted.

Knowledge and Skills

• High level of computer knowledge and skills.
• Strong experience in sales management, people management, business development and productivity management.
• Exceptional skills in shaping and building up business relationships.
• Outstanding leadership competency and management qualities; articulate.

Behavior Competencies

• The job holder must have a high level of analytical, communication and leadership abilities in order to manage and motivate a large number of staff.
• Skilled in inspiring and managing people.
• Team player.
• Proactive, positive, aggressive, service oriented and customer focused.

About Us

Emirates NBD is the leading banking group in the MENAT region, formed on 19 June 1963, when H.H. Late Sheikh Rashid bin Saeed Al Maktoum signed the Charter of Incorporation of the National Bank of Dubai (NBD), which became the first national bank established in Dubai and the United Arab Emirates (UAE). With the blessings of H.H. Sheikh Mohammed bin Rashid Al Maktoum, Vice President and Prime Minister of the UAE and Ruler of Dubai, NBD merged with Emirates Bank International (EBI) on 6 March 2007, to form Emirates NBD, the largest banking group in the region by assets.

On 16 October 2007, the shares of Emirates NBD were officially listed on the Dubai Financial Market (DFM). The merger between EBI and NBD to create Emirates NBD became a regional consolidation blueprint for the banking and finance sector as it combined the second and fourth largest banks in the UAE to form a banking champion capable of delivering enhanced value across corporate, retail, Islamic, investment, and private banking, global markets and treasury, asset management and brokerage operations throughout the region.