CCM Business Development Department Head

Job Summary

• The CCM Business Development Department Head works to set appropriate strategies aimed to
• improve the Bank’s market position to achieve CASA growth. Expected to apply follow-throughs
• on deals to achieve Bank’s goal/objectives, specific to Transaction Banking Solutions. S/he is to
• lead in developing new business, classify potential market segments, and generate revenues
• through new and key account management.
• Responsible for handling Business Development Managers (BDM). S/he should monitor market
• intelligence for market development, competitive landscape, and new customers. S/he should
• also join the BDMs in handling meetings with key clients and should provide necessary training to
• sales team as needed. Ultimately, s/he shall be accountable for achieving the sales target and
• monitor the BDM’s performance, guiding them to move in the Bank’s best interests.
  
  

• 1. Ensures business growth by helping BDMs in prospecting for new clients by networking
• or other means of generating interest from potential clients. Plans persuasive approaches
• that will convince potential clients to do business with the company.
• 2. Participates in the strategic planning since it is the Department Head’s responsibility to
• develop the pipeline of new business for the Bank. This requires a thorough knowledge of
• the market, the solutions the Bank can provide, and of competitors.
• 3. Expected to lead enterprise-level sales opportunities and coordinate project teams for big
• ticket deals and will be required to lead by example and maintain the highest standards of
• administration in accordance with the agreed sales process, ensuring that the sales reports
• are accurately updated and that the required documentation is completed by the team for all
• new business opportunities.
• 4. Monitors deals in the pipeline submitted by BDMs and ensures faster turnaround of
• prospective deals which will lead to faster achievement of potential revenue.
• 5. Ensures that post sales client support is monitored by the BDM by assisting in the
• recommendation of possible solution/s to fit client needs.
• 6. Develops relevant MIS to ensure the reliable tracking of BDM’s performance. S/he shall
• submit monthly progress reports and ensure data is accurate and updated. S/he should also
• keep track and record activity on accounts and help close deals to meet previously
• forecasted sales targets.
• 7. Contributes to the personal development of BDMs through excellent leadership and
• performance management. S/he shall continually refine the sales process and ensure that
• the team works effectively and prioritizes workloads.
• 8. Responsible for delivering regular training to BDMs in both selling and technical
• knowledge. Additionally, s/he is expected to be the lead in regular team meeting and
• ensures fair allocation and distribution of targets and potential deals.
• 9. Works hand-in-hand with other stakeholders of a cash management deal to deliver
• applicable solutions to the clients and ensure deal-profitability for the Bank.
• 10. Supports the Relationship Managers and Business Development team to market
• solutions to clients during sales call.
• 11. Works with the team to develop proposals that speaks to the client’s needs, concerns,
• and objectives. This shall include participation in pricing the solution being offered to a
• client, keeping in mind the Bank’s objective of profitable growth.
• 12. Handles objections by clarifying, emphasizing agreements, and working through
• differences to a positive conclusion. S/he should use a variety of styles to persuade or
• negotiate appropriately.
• 13. Keeps abreast of global transactional services markets and trends to ensure
• competitiveness of products in the market.
• 14. Using knowledge of the market and competitors, identify and develop the company’s
• unique selling propositions and differentiators.
• 15. Identifies opportunities for campaigns, services, and distribution channels that will lead
• to an increase in sales including cross-selling of other RCBC and YGC products and
• services.
  
  

• - Graduate of any related course
• - Knowledge of transaction banking products such as,
• but not limited to, cash management, trade services,
• payments, custody and trust, electronic banking
• - Banking / With experience in sales and/or product
• management preferably in trade or cash management
• and personnel management
• - Excellent communication and presentation skills;
• ability to work in teams; above average project
• management skills; analytical and innovative