Head of Sales

Found in: Talent AE C2 - 1 week ago

Dubai, United Arab Emirates aafaq Islamic Finance PSC Full time

Job Purpose:

To manage Retail Finance Direct, Tele-Sales and Brokers sales teams, identify retail business opportunities, formulate and implement strategies and plans to establish necessary infrastructure to build a profitable retail finance portfolio.

Accountabilities:

Strategy

· Develop effective strategies and plans to establish necessary infrastructure to build a profitable retail finance portfolio.

· Prepare business plans, product mix, pricing and accompanying infrastructure to include skills, IT support, communication and sales channels etc. to develop and grow the retail finance business.

· Study the market and retail finance needs in conjunction with the Marketing and Strategy and Organisational Excellence Departments in order to prepare a suitable business strategy.

· Monitor the retail products, services and promotional activities of other banks and financial institutions to provide inputs to aafaq's retail finance business strategy.

Leadership and Management

· Manage the Retail Finance section to ensure optimum productivity and delivery of the sections' objectives, growth and sales targets including Direct, Tele-Sales and Brokers.

· Prepare annual financial and account targets for the Direct, Tele-Sales and Brokers Sales Managers to be achieved and monitor weekly to ensure achievement and provide any support needed and effective corrective measures.

· Meet monthly with the Direct, Tele-Sales and Brokers Sales Managers and obtain their feedback regarding gaps and or weaknesses affecting the business, analyse variances of the actual and projected financial figures and take necessary action.

· Review Retail Finance proposals for all retail customer requests and approve all transactions for the Finacle system.

· Guide, direct, develop, motivate and manage the performance of all direct reports, including performance evaluations and appraisals, in line with the Performance Management System to assist in the realisation of their potential and to enhance their knowledge-based skills.

Maintain a strong Direct, Tele-Sales and Brokers Retail Finance team through ongoing professional development, with sufficient knowledge, skills, experience and professional qualifications to keep the team current in emerging trends and best practice.

Business Development

· Establish good relationships with key large organisations to promote aafaq's credit cards and other retail products and services that could be branded and offered jointly to their retail customers and subsequently develop these into successful revenue streams and expand aafaq's retail customer base.

· Obtain information regularly about existing as well as prospective high net worth customers from various internal and external sources and use any credit data and financial statements to evaluate the degree of risk involved in lending to them.

· Prepare a selective list of high net worth prospects to be targeted and update on a regular basis.

· Resolve escalated retail customer complaints quickly and effectively ensuring customer satisfaction while complying with aafaq's policies and guidelines.

Marketing

· Implement appropriate retail finance publicity and promotions endeavours with Marketing support to establish an identity in the market and with the right banks and financial institutions ensuring the projection of a uniform and cohesive image of aafaq in providing retail finance.

· Assess the impact and cost-effectiveness of retail promotional materials and marketing activities and suggest improvements as appropriate.

· Support aafaq's marketing efforts to evaluate, develop, launch and promote new Islamic products and services.

Coordination

· Ensure effective liaison and contact with aafaq's Branches and Outlets to identify suitable business opportunities and centrally coordinate Branch and Outlet activity for retail customers.

Prepare feasibility analysis and recommendations for the CEO and Chief Business Officer on aafaq's involvement in important retail opportunities and market segments, detailing the risks and opportunities.

Education/Qualification:

  • Bachelor's degree in Marketing, Business Management or Finance or any relevant commercial discipline or professional qualification in Marketing or Finance
  • MBA would be an advantage

Experience

  • A minimum of 12 years' relevant work experience in retail finance of which a minimum of 6 years in a senior role or leading a Retail Finance team.

Skills

  • Excellent spoken and written communication, in both English and Arabic; Arabic is not mandatory
  • Interpersonal skills
  • High level of analytical skills
  • Planning and organising
  • Knowledge of Marketing
  • Able to analyse and interpret financial statements
  • Knowledge of the local economy and business environment
  • Good knowledge and understanding of the banking and financial sector in the UAE
  • Knowledge of relevant UAE statutory and regulatory requirements

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