Strategy
Relationship Management
- Generates target market prospects through a number of innovative and sustainable channels.
- Converts target market prospects into clients
- Grow customer portfolio size by deepening existing customer relationships
- Retain existing high value clients; grow wallet share with the bank through focused relationship management activities
- Cross-sell SCB products & services to existing clients
- Be the main banker for majority of clients in portfolio
- Achieves risk weighted returns on clients portfolio
- Effectively interacts with network and available internal resources to provide solutions which meet client needs
- Delivers, monitors and reviews solutions to clients based on client investment profile
Client acquisition
- Solicit New to bank and New to product leads from other key business areas
- Consultative selling of multiple products to clients based on identified leads
- Turn service recovery into sales opportunities
- Refer highly satisfied clients to generate sales
- Analyse and review potential business to ensure maximum profitability
- Collaborate with product specialists to deliver effective client solutions
- Operate within Risk and Compliance framework
- No reported MIS-selling cases
Generic measures of the role
- Progress against a balanced scorecard target
- Growth in product cross-holding ratio
- Sustained, steady AUM growth
- Number of new clients to the bank
- Growth in revenue per customer
- Customer satisfaction scores
QUALIFICATIONS AND SKILLS
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