Analyst Cluster Head- Current Account Consumer Banking Group

Key Responsibilities

• Cluster Business Ownership
• Deliver new-to-bank current-account acquisition, account activation, average quarterly balance growth, transaction throughput and fee-income targets for the cluster.
• Build and execute a catchment-led acquisition strategy for high-potential business segments such as wholesalers, distributors, manufacturers, traders, schools, hospitals, clinics, professional firms and service establishments.
• Translate cluster targets into branch-, team- and individual-level productivity plans.
• Own the current-account business plan, sales funnel, conversion pipeline and weekly performance rhythm.
• Improve portfolio quality by prioritising transaction-active, balance-building and cross-sell-ready relationships over dormant or low-value acquisition.

• Sales Leadership and Channel Execution
• Lead, coach and motivate a field-sales organisation to consistently deliver acquisition and value-build targets.
• Establish a disciplined sales cadence covering joint calls, market visits, lead reviews, branch huddles, pipeline reviews and conversion tracking.
• Ensure each relationship manager follows a profile-based sales approach rather than a generic product pitch.
• Develop market intelligence on competitor propositions, local business clusters, referral sources and emerging commercial hubs.
• Build productive referral ecosystems with Chartered Accountants, trade associations, market intermediaries, merchant networks, developers, institutional administrators and existing clients.

• Current-Account Activation and Value Build-Up
• Ensure newly acquired accounts become transaction-active within defined activation timelines.
• Drive operating balances, inward credits, collections, payment activity and digital banking adoption.
• Track early-warning indicators including low funding, non-activation, declining balances, low transaction velocity and potential attrition.
• Build strategies to migrate primary transaction flows—collections, vendor payments, payroll, taxes and operating cash—to the bank.
• Improve account quality by monitoring average balance, debit transactions, credit transactions and account profitability.

• Solution-Led Cross-Sell
• Use the current account as the primary operating hub for business clients and identify the appropriate product solution based on the customer’s business model.
• Drive adoption of corporate internet banking and mobile approvals; cash management and bulk payment solutions; POS, Android POS, QR and Soundbox; sweep-in / sweep-out or FFD structures; debit cards; collections and transaction banking solutions; and promoter, family, wealth and premium savings propositions.
• Partner with product teams to convert business pain points into integrated propositions—for example, POS for collections, Internet Banking for payment controls, FFD for temporary balances and Aspire/premium banking for promoter wallet deepening.

• Customer Relationship and Service Governance
• Build senior-level relationships with anchor clients and participate in strategic joint calls for high-value prospects.
• Ensure timely resolution of onboarding, account-opening, transaction, service and digital-banking issues.
• Work with branches and operations teams to reduce turnaround time, improve onboarding quality and strengthen client experience.
• Review top customers and at-risk accounts regularly to protect balances, transactions and wallet share.
• Drive customer retention through proactive engagement, problem solving and relevant product deepening.

• Risk, Compliance and Portfolio Quality
• Ensure all sourcing, onboarding and account activation follows internal policies and applicable KYC, AML, fraud-risk and regulatory requirements.
• Maintain high standards of customer due diligence, documentation quality, source-of-funds understanding and business-profile validation.
• Monitor exceptions, unusual transaction behaviour, documentation gaps and operational risks; escalate promptly where needed.
• Build a culture of right-first-time acquisition, with no compromise on compliance for target achievement.

• People Leadership
• Recruit, develop, retain and performance-manage a high-quality current-account sales team.
• Set clear scorecards covering acquisition, activation, AQB/AMB, transaction activity, fee income, cross-sell, productivity, service quality and compliance.
• Conduct structured coaching through joint market visits, call observations, weekly reviews and capability-building sessions.
• Identify skill gaps and develop targeted interventions around sales planning, segment understanding, solution selling, digital banking and compliance.
• Maintain a strong talent pipeline and manage attrition proactively.

Key Performance IndicatorsDimensionIllustrative KPIsAcquisitionNew-to-bank current accounts, high-value accounts, segment-wise acquisitionBalance GrowthAQB/AMB growth, activated accounts, value build-up and balance retentionTransaction PrimacyInward credits, transaction-active accounts and payment/collection volumesRevenueFee income, POS/QR revenue, cash-management revenue and cross-sell revenueProduct PenetrationInternet banking, POS, debit/business card, FFD, assets and promoter bankingPortfolio QualityNon-activation rate, dormant accounts, early attrition, balance decline and compliance exceptionsTeam PerformanceProductivity per RM, conversion rate, hiring quality, attrition and training completionCustomer ExperienceOnboarding TAT, service-resolution TAT, complaint trends and retention of top accounts

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