Unit Head, Employer Banking Partnerships

About Commercial Bank Of Qatar

Job Summary

• Drive the acquisition engine of the retail bank to acquire profitable, salaried customers through top-tier corporate relationships of the bank.
• Drive one bank initiative by collaborating with Wholesale, Government, Enterprise, Transactions banking teams to acquire new corporates via collaboration & increase TRV on the retail banking side by expanding the new customer’s acquisition, cross selling of all asset and liability, wealth, investments products.
• Build, manage and train top class relationship team to generate bulk retail business, strengthen client relationships with franchise and provide highest service standards.
• Liaise with internal partners to ensure robust infrastructure and sales architecture in place to support the growth of customers through
• ****Key Accountabilities****
• Business objective
• Build strategy for
• Develop business plans for CB@Work- Retail Sales- Retail Banking business, which stretches across all asset & liability, wealth products for Retail bank. Create sales strategies (including planning of sales activities, managing teams and providing guidance as needed), to ensure targets are met accordingly.
• Primary custodian of CB@Work portfolio of companies (over 1800+ relationships) which contributes over 55-60% of retail banks total products sold in units. Analyse the portfolio & distribute among teams, to ensure full coverage and manage to grow the portfolio TRV on YTD basis is crucial aspect of growing the retail banking business.
• Partnerships & collaboration
• Lead the one bank strategy and work closely with WS, Transaction banking teams, Enterprise Banking to develop, build and maintain relationships with CBQ corporate clients, in order to grow business opportunity for CB@Work and Retail banking products and offerings.
• Manage the CB@Work portfolios mirroring WS portfolios (through database management of prospective clients, proactive calls, and business closing process) in accordance to set guidelines and business plan, in order to achieve sales target for the business.
• Oversee the day-to-day CB@Work, through the utilization of Sales channels like Direct sales, Tele sales, Sadara, branches, in order to drive the achievement of sales targets and market penetration growing retail bank TRV.
• Budgets and Plans
• Contribute to the preparation of the budget and monitor financial performance versus the budget, in order to ensure that the business is aware of anticipated costs/revenues and areas of unsatisfactory performance are identified.
• Oversee the achievement of sales targets set for CB@Work, by CB management, in order to ensure the revenue and growth targets are met.
• Strategize and lead efforts to promote cross selling of CBQ products and services to existing and new customers from BAW, Direct Sales and Telesales team activities, in order to maximize revenue generation for CB CB@Work/ retail banking.
• Product and Proposition
• Work with Product teams, strategy teams and analytics, to create fresh views and opportunities for new business opportunities, pricing models, customer segment strategies.
• Design, customise CB@Work value proposition which cuts across all Asset & Liability, wealth, investment products. The CVP is a key enable & differentiator for CB@Work customers across all salary segments.
• Oversee the management of back-end functions within CBQ CB@Work, (e.g., account opening) and ensure smooth coordination with relevant internal product stakeholders, in order to close sale promptly and deliver superior customer service to our preferred corporates.
• Oversee the collaboration process with CBQ internal stakeholders, in order to facilitate smooth migration of products and financing deals.

Reporting & Communication

• Prepare, communicate and review periodic reports on the subject of analytics result, in order to ensure all relevant stakeholders are well informed and engaged.
• Oversee the monitoring activities and periodic review of portfolio & identify opportunities for cross selling of asset and liability, wealth & investment products to grow Fee & interest income.

Continuous Improvement

• Motivate subordinates and contribute to the identification of opportunities for continuous improvement of systems, processes and practices considering ‘international leading practice’, improvement of business processes, cost reduction and productivity improvement.
• Organize and supervise the activities and work of subordinates to ensure that all work within a specific area of the activity is carried out in an efficient manner which is consistent with operating procedures and policy.
• Provide on-the-job training and constructive feedback to subordinates to support their overall development.
• Oversee the management of customer complaints and inquiries, in order to provide high quality of service for CBQ Retail sales customers.

Policies, Systems, Processes & Procedures

• Develop policies, product, SOP, credit proposals, company listing & risk assessment recommendations based on company specifics business opportunity, across all asset & liability products to grow retail banking business.
• Recommend improvements to functional procedure and direct the implementation of instructions and controls covering a specific area of activity so that all activities are conducted in compliance with risk, audit, and regulatory requirements while delivering a quality, cost-effective service.

Quality, Health, Safety, & Environment

• Ensure compliance to all relevant quality, health, safety and environmental management procedures and controls within a defined area of activity to guarantee employee safety, compliance, delivery of high-quality products/service and a responsible environmental attitude.
• MIS and Reports
• Prepare departmental MIS statements and reports timely and accurately to meet CBQ and department requirements, policies and standards.
• Devise performance dashboards to monitor progress, cross sell metrics, productivity measurements, assess profitability and other standard reports for improving business efficiency and profitability.

Required Qualifications

• Master’s or bachelor’s degree in business with interest in data analytics related discipline (such as but not limited to statistics, sociology, economics) or equivalent.
• Relevant experience in Business Management or equivalent, including at least 10 years in positions of progressively increasing managerial responsibilities.
• MS Excel for data mining, analysis, and charting
• MS Office tools and presentation application
• Data analytical skills
• Understanding of Financials
• ****Why Commercial Bank?****
• Best Digital Bank in the Middle East 2024 by World Finance and Best Mobile Banking App in the Middle East 2024 by Global Finance.
• An Innovation-Driven, Digital-First Environment where employees work with the latest tools and technologies to redefine banking
• Opportunities for Global Partnerships & International Exposure, connecting employees with global networks and perspectives.
• A focus on Employee Well-being & Work-Life Balance, ensuring a healthy and supportive environment for all team members
• Competitive Compensation & Benefits that ensure our employees are rewarded for their dedication and performance
• A strong Commitment to Diversity, Equity & Inclusion, fostering a culture that values every individual’s unique perspective.
• At Commercial Bank, we don’t just offer careers, We shape futures by pioneering
• digital transformation
• in Qatar’s banking sector, blending
• digital-first
• approach to redefine banking through
• innovative
• solutions.

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