Area Sales Manager.RBG - Emirati ASM's.Retail Banking Group

About This Role

• Leading a team of RMs to provide portfolio of HNW clients with personalized service to develop close relationships, achieve maximum profitable contribution for the client and the bank and retain their loyalty.
• Enhance Emirati Sales/revenue and promote cross selling of bank products to all existing clients.
• Source new business from HNW Emirati individuals through referrals, marketing activities and personal contacts.
• Understand customer needs, identify financial and non-financial requirements by conducting financial need analysis.

3 Dimensions Operating expense Budget

Quarterly Targets per Band FER (AED) 600 K CASA Balance Growth 105 Mil Net New Money (Liabilities) 245 MIl

4 Key Result Areas

• Optimize the potential value of the client base through the delivery of Emirati Products and Services.
• Communicate with HNW client and identify their financial needs.
• Maximize profitability from the Emirati base whilst countering competition from other providers offering alternative investments/WM opportunities.
• Acquire new to bank HNW clients.
• Achieve revenue goals, Sales and portfolio growth targets across a range of products and services (Investment, Term Deposits, CASA balances, Mortgages, Bancassurance, Secured Overdraft, Margin trading, Securities, etc.)
• The revenue and portfolio goals will be higher for Senior Wealth Managers compared to other Roles.
• Deliver on NTB target by acquiring new to bank customers
• Maintain a superior customer service experience for clients including pre-empting issues and proactive servicing.
• Safeguard the bank from potential loss/AML fraud/and always ensure ethical behavior during and after sales.
• Enhance market profile and awareness.
• Minimize customer attrition.
• Maintain proactive client contact.
• Use systems effectively for customer contact management, Sales and service activity.
• Maintain high ethical standards required from the role as per Mashreq code of conduct and Emirati Gold Code of conduct. Have full knowledge of the AML policies of Mashreq.
• Ensure delivery of customer promise and practice brand values.
• Ensure clients are aware of all financial services offered by the bank.
• Mentoring the new hires, and management trainees in terms of in-ground customer management to help make them more productive within their probation tenor.
• Active involvement in organizing of client events as part of the value addition and ensuring clients attend as well as benefit from these events.
• 5
• Operating Environment, Framework and Boundaries, Working Relationships
• Interact with product managers/Investment Advisory/line managers to constantly provide feedback on competition and client response to products/services.
• Coordinate activities with other departments to maximize conversions from referral process.
• Ensure client expectations are constantly met.
• Supporting the team on operational areas like ICCS, MER, and maintain the process controls as mandated to achieve satisfactory audit rating.
• Support the team members for special FX rates to be provided for larger transactions by customers within team.

6 Problem Solving

• Ability to understand customer’s financial needs on a one-on-one basis.
• Intricate understanding of products pertaining to HNW customers – both internal and external(competitors)
• Advanced market knowledge of various investment vehicles/markets/economies
• Accurate projection of sales numbers
• Proactive action on customer feedback and needs.
• Timely escalation of service issues

7 Decision Making Authority & Responsibility

• Pricing discretion for effective relationship management.
• Strong responsibility for Ethical selling to customers with complete disclosure about products and services.
• Have the skill set to provide back up support to the Area Manager/Team Leader in their absence

8 Knowledge, Skills and Experience

• University Graduate, preferably an MBA (or equivalent)
• CISI certified – level 3
• Strong selling & investments/financial market knowledge
• Strong interpersonal skills and cultural sensitivity
• Team player with ability to coach juniors/new hires and self-drive for corporate growth.
• Relationship management Networking skills
• Extrovert/Amiable personality
• Minimum of 7-8 years’ experience in a similar job with a bank/financial services in the UAE
• Excellent communication and negotiable skills