Unit Head - Alternate Distribution

Role : Unit Head - Alternate Distribution
Location : Dubai

Role Purpose:

This is a BBD Sales Role that is responsiblefor developing and executing a strategic plan to acquire new business partners and grow sales of assigned business banking products this includes establishing partnerships with key authorities and government agencies maintaining the SME ecosystem through strategic alliances and tie-ups with relevant service providers.

Key Metrics:

Revenue: Business development through tie-ups with key authorities & government agencies and managing the outsourcing sales model in terms of number of acquired customers revenue P&L while being responsible for all types of risks (compliance operational risk credit risk etc.

• Partnership: Identify & qualify potential business opportunities.
• Customer Acquisition: Increase ADIB Business Banking market share.

Key Accountabilities of the role

• Sales Strategy Development
• Develop and implement sales strategies to achieve new-to-bank account opening targets. This should include a focus on foreign currency accounts to boost foreign exchange revenue as well as elite accounts to enhance average balances.
• Analyze market trends and competitor activities to identify opportunities for growth.
• Set clear objectives and performance metrics for the sales team.
• Expansion of Business Partner Center Network for ADIB establishing connections between Business Banking and potential collaborators such as Departments of Economic Development Free Zones and similar entities in the UAE to create partnerships aimed at enhancing new customer acquisitions and facilitating cross-selling initiatives including arranging for ADIB ATM machines.

• Account Opening Management
• Monitor key performance indicators related to account openings and take corrective actions as necessary.
• Ensure that the support staff are preparing the weekly reports and sharing with GCD and Ops teams to monitor the Account Opening TAT.
• Continuously seek ways to improve processes that enhance efficiency in achieving sales targets.
• Track the average waiting time and average service time for customers at business hubs and retail branches equipped with a queue system to ensure an outstanding customer experience.

• Average Balances Optimization
• Establish strategies to enhance average balances across SME accounts.
• Work closely with relationship managers to identify cross-selling opportunities that can increase deposits and NTB accounts.
• Regularly review account performance data to assess trends in average balances and adjust strategies accordingly.

• Team Leadership
• Lead mentor and motivate a variable team of sales professionals operating from licensing centers Branches and Digital team.
• Arrange for regular training sessions to enhance team skills in sales techniques product knowledge operations and GCD and work closely on reducing the RTS%.
• Performance Monitoring

• Track sales metrics related to new accounts opened and average balances maintained.
• Prepare regular reports for senior management detailing progress towards goals challenges faced and proposed solutions.
• Ensure that the support team prepares regular reports on sales performance against targets for senior management review.
• Implement feedback mechanisms to continuously improve sales processes based on team input and client feedback.

• Collaboration with Other Departments
• Work with marketing teams to develop promotional campaigns aimed at attracting new clients.
• Coordinate with product development teams to ensure offerings meet the needs of the SME segment effectively.
• Ensure BBD management are on board regarding business opportunities that would result from the strategic alliances / tie-ups to co-deign the expected sales KPIs.
• Drive business banking / commercialization campaigns with partners.
• Collaborating with internal teams to drive successful execution of partnership initiatives.
• Coordinating efforts across departments to ensure alignment and maximize the value derived from strategic partnerships.
• Establish effective relationships with Compliance Sharia Legal Credit Risk Vendor Management etc. to ensure tie-ups are aligned with banks policies.
• Collaborate with Freezones and Licensing centers to introduce the SME products and customer onboarding journey.
• Collaborate with ADIMAC team and share POS leads.

• Budget Management
• Manage the budget allocated for Alternate distributions ensuring efficient use of resources.
• Identify areas where cost savings can be achieved without compromising service quality or team effectiveness.

Specialist Skills / Technical Knowledge Required for this role:

• Masters / bachelors degree in business marketing communication or a related discipline
• Superior level of proficiency in both Arabic & English languages
• Engage/influence related stakeholders.
• Excellent communication interpersonal and negotiation skills.
• Strategic thinker networking aptitude multitasking skills and attention to details - carrying out necessary planning and program development to implement profitable relationships.
• Outstanding communication interpersonal and presentation skills.
• Excellent organizational and time management skills.
• Leadership skills that inspire teamwork and drive results.
• Proficiency in CRM software and Microsoft Office Suite (Excel PowerPoint).
• Good knowledge of Products & services.
• Good knowledge of ADIB Policies & Procedures.

Experience:

• 10 years of experience in financial service industry
• 5 years of previous working experience in Acquisition or Sales roles managing and leading teams also specialized in implementing and developing commercial and strategic relationships with partners.
• Deep knowledge about the local UAE SME Banking
• Possess understanding of banking products and services.