Vice President And Head Of Direct Sales Abu Dhabi

Job Description

About the role:

As the Vice President – Head of Retail Sales, you will lead the strategic growth of the Bank's Retail Banking portfolio across Personal Loans, Credit Cards, and other retail products. You will be responsible for driving business performance, revenue growth, and market share expansion through the Bank's in-house sales channels. The role involves developing and executing effective sales strategies, expanding company partnerships, and creating new customer acquisition opportunities. You will oversee payroll relationships, strategic alliances, and outdoor sales initiatives to maximize business growth. The position requires leading and mentoring Team Leaders, Business Development Managers, and Relationship Managers to achieve sales targets and enhance productivity. You will drive customer acquisition, deepen existing relationships, and ensure superior customer experience. Additionally, you will monitor sales performance, ensure regulatory compliance, and foster a high-performance sales culture. The role also requires identifying market opportunities, optimizing sales processes, and collaborating with stakeholders to achieve the Bank's strategic objectives.

What You Will Be Doing

• Strategy & Leadership
• Develop and execute the overall sales strategy to drive the sourcing, acquisition, and growth of Retail Banking products, with a specific focus on Personal Loans and Credit Cards.
• Define and monitor team-specific KPIs, performance metrics, and sales benchmarks to ensure alignment with business objectives.
• Lead, mentor, and manage a team of Team Leaders, Business Development Managers, and Relationship Managers to deliver sustainable business growth across assigned geographies and product segments.
• Drive a high-performance culture focused on sales excellence, customer acquisition, and profitability.
• Relationship Management
• Guide and support team members in managing customer portfolios to identify customer needs and provide appropriate banking solutions.
• Strengthen customer relationships and ensure service delivery is aligned with customer expectations and the Bank’s value proposition.
• Promote cross-selling and relationship deepening opportunities to enhance customer lifetime value and retention.
• Governance & Compliance
• Ensure adherence to all regulatory requirements, governance frameworks, and internal policies governing the sourcing and sale of Retail Banking products.
• Maintain oversight of sales practices to ensure ethical conduct, compliance with regulatory guidelines, and adherence to risk and control standards.
• Foster a culture of compliance and accountability within the sales team.
• Sales Development & Business Growth
• Develop customer and sales plans to effectively manage customer relationships based on their needs, potential, and profitability.
• Regularly review customer portfolios to identify future opportunities and maximize income generation.
• Drive business growth through strategic sourcing channels, including payroll relationships, partnerships, outdoor sales initiatives, and market expansion activities.
• Establish innovative approaches to increase market share and strengthen the Bank’s competitive positioning within the assigned region.
• Operational Excellence
• Ensure all sales activities are completed accurately, efficiently, and within agreed timelines while maintaining exceptional customer service standards.
• Monitor team performance against business targets and implement corrective actions where necessary.
• Drive effective sales outcomes by sourcing quality business opportunities from multiple channels and ensuring optimal conversion rates.
• Maintain high levels of productivity and operational efficiency across the sales function.
• Policy, Process & Procedure
• Ensure full compliance with the Bank’s Staff Code of Conduct and promote professional behavior at all times.
• Ensure all business is booked in accordance with established policies, procedures, and operational guidelines.
• Conduct appropriate due diligence in relation to Anti-Money Laundering (AML), Know Your Customer (KYC), and other regulatory requirements.
• Promote adherence to internal controls and risk management standards.
• Process Improvement
• Identify opportunities to improve customer experience, operational efficiency, sales effectiveness, and service quality.
• Lead and support initiatives aimed at enhancing business processes and driving continuous improvement.
• Implement best practices and innovative solutions to improve sales productivity and business performance.
• Reporting & Management Information (MI)
• Analyze sales performance, market trends, customer behavior, and portfolio data to support informed business decisions.
• Prepare and present periodic management reports, performance dashboards, forecasts, and strategic recommendations.
• Utilize data-driven insights to identify opportunities, mitigate risks, and improve overall sales effectiveness.
• People Management
• Lead, coach, and develop team members to enhance their skills, competencies, and performance.
• Conduct regular performance reviews and provide constructive feedback to support professional development.
• Foster a collaborative, customer-centric, and results-oriented team culture.
• Support succession planning and talent development initiatives within the function.
• Personal Development
• Continuously enhance personal knowledge of banking products, market trends, regulatory developments, and leadership practices.
• Actively contribute to the development of team capabilities by sharing knowledge and encouraging continuous learning.
• Business Continuity & Additional Responsibilities
• Maintain awareness of the Bank’s Business Continuity Plan and ensure readiness to respond appropriately during disruptions or incidents.
• Participate in mandatory training programs and compliance requirements as prescribed by the Bank.
• Perform any additional duties assigned by senior management to support the overall objectives of the Retail Banking Division.
• Job-Specific Responsibilities
• Undertake additional responsibilities and accountabilities as outlined in the corresponding role annexure and business-specific guidelines.
  
  

• Postgraduate/ bachelor’s degree.
• Minimum 8-10 years selling Retail products with competition banks or RAK Bank Processes
• with at least 5 years in a leadership role managing third-party sales channels. - Proven track record in scaling alternate channels and delivering high-volume acquisition targets.
  
  

• Strong understanding of personal loan and credit card products, market dynamics, and regulatory environment
• Conceptual thinking
• Persuasive communication
• Strategic thinking
• Networking & Relationship building
• Strong blend of strategic thinking, operational excellence, and deep market insight to drive sustainable growth.
  
  

• Manage and lead the AUH sales team, setting clear goals and providing strategic direction.
• Identify and develop new markets and business opportunities to drive sales growth.
• Oversee the Key Account Manager (KAM) to effectively onboard new companies and maintain existing relationships.
• Implement sales strategies and initiatives to achieve targeted Credit Card and Personal Loan volumes.
• Monitor market trends and competitor activities to stay ahead of the competition.
• Collaborate with marketing and product teams to develop effective sales campaigns and materials.
• Ensure compliance with bank policies and regulations, maintaining a high level of integrity.
• Provide regular performance reports and analysis to senior management, highlighting key insights.
• Mentor and develop the sales team, fostering a culture of continuous improvement.
• Represent the bank at industry events and conferences, building a strong network.
  
  

• Bachelor's degree in Business, Sales, or a related field, with a preference for a Master's degree.
• Minimum of 10 years of experience in direct sales, with a proven track record of success.
• Strong leadership and management skills, with the ability to motivate and inspire a team.
• Excellent communication and interpersonal skills, with a customer-centric approach.
• Deep understanding of the banking industry, especially in Credit Cards and Personal Loans.
• Analytical mindset with the ability to interpret data and make informed decisions.
• Proficiency in using sales tools and CRM systems for effective sales management.
• Strong networking skills and the ability to build relationships with key stakeholders.
• Flexibility to adapt to a dynamic work environment and changing market conditions.
• A self-starter with a results-driven mindset and a passion for sales excellence.