Description

Head of Mortgage Sales

First Abu Dhabi Bank (FAB) Al Qurm Business Park, Abu Dhabi, United Arab Emirates

Full-time

Sub Division: Products - Everyday Banking and Lending

Division: Consumer Banking Group - UAE



JOB PURPOSE:

The position will have direct responsibility to develop, execute and manage Mortgage Sales Channel and tactical business plan, taking into account the market opportunities growth potential, competitor activity, existing capabilities and Risk appetite. Also, ensuring a systematic sales management process is driven through the organization to support increased sales, retention and expansion of client relationships. The position will also require to be highly collaborative with the product department and business management in creating product intelligence, developing & marketing products that meet customer segment needs and ensuring that these are aligned to support and drive sales acquisition and overall business performance.

Key Responsibilities:

Strategic Contribution

Ensure effective cascading of the functional strategy into department business plans to ensure vertical alignment and horizontal integration with other interfacing departmental strategies.

Create and implement sales strategies and action plans that incorporate key actions that work to set KPI\'s for the business and the organization.

People Management

Demonstrate exceptional leadership skills, portraying an ability to move and inspire a large group in a unified direction and vision.

Manage the effective achievement of assigned objectives through the leadership of the Sales and Customer service department by setting of individual objectives, managing performance, developing and motivating staff to maximise sectional performance.

Lead the talent development initiatives for the assigned department, collaborating with technical/discipline experts and thereby ensure the availability of talent to fit business requirements.

Act as a role model and drive adherence to organisational values and ethics by employees of the assigned department to foster a value driven culture within the company.

Budgeting and Financial Planning

Manage the preparation, recommend the department budget, and monitor financial performance versus the budget while ensuring all sectional activities are conducted in line with the approved guidelines.

Policies, Systems, Processes & Procedures

Manage and ensure effective implementation of approved functional policies, procedures and controls covering all areas of assigned department activity so that all relevant procedural/legislative requirements, fulfilled while delivering a quality, cost-effective service.

Strategic Contribution

Ensure effective cascading of the functional strategy into department business plans to ensure vertical alignment and horizontal integration with other interfacing departmental strategies.

Create and implement sales strategies and action plans that incorporate key actions that work to set KPI\'s for the business and the organization.

People Management

Demonstrate exceptional leadership skills, portraying an ability to move and inspire a large group in a unified direction and vision.

Manage the effective achievement of assigned objectives through the leadership of the Sales and Customer service department by setting of individual objectives, managing performance, developing and motivating staff to maximise sectional performance.

Lead the talent development initiatives for the assigned department, collaborating with technical/discipline experts and thereby ensure the availability of talent to fit business requirements.

Act as a role model and drive adherence to organisational values and ethics by employees of the assigned department to foster a value driven culture within the company.

Budgeting and Financial Planning

Manage the preparation, recommend the department budget, and monitor financial performance versus the budget while ensuring all sectional activities are conducted in line with the approved guidelines.

Policies, Systems, Processes & Procedures

Manage and ensure effective implementation of approved functional policies, procedures and controls covering all areas of assigned department activity so that all relevant procedural/legislative requirements, fulfilled while delivering a quality, cost-effective service.

Continuous Improvement

Lead the identification of opportunities for continuous improvement and sustainability of systems, processes and practices considering global standards, productivity improvement and cost reduction.

Reporting

Demonstrate high proficiency in reporting tools and platforms, which are necessary for the creating both visually and verbally engaging reports and presentations for the management.

Ensure that all unit reports are prepared timely and accurately and meet FAB Islamic, Conventional and FAB Group requirements, policies and quality standards.

Utilize analytics tools and work with the business support team in undertaking detailed analyses of sales performance for reporting sales strategy successes, weaknesses, and opportunities.

Job Specific Accountabilities

Agree KPIs (includes business volumes & targeted revenue by products) with Head of Sales & Distribution.

Drive Mortgage sales channels to deliver on agreed business volumes and targeted revenue and setting business acquisition and revenue targets for members of the acquisition team.

Work closely with Product & Business Management team to deliver on the targets

Oversees the identification of opportunities to spot market opportunities for new customers and grow customer relationships through improved targeting technical tools, best-in-class product/services, motivated sales force, and appropriate channel strategies.

Effectively manage staffing within unit with an effective replacement process through HR

Build an effective training framework that includes Sales, Compliance, Product and Credit training and Ensuring the organisation has an effective sales training programme.

Build an effective control regime for the department to address inherent system risks and introduce the required support to all regulators over all the group (E.g.: Internal Audit, Group Risk, etc\xe2\x80\xa6)

Ensure productivity at an individual level through training and performance management

Streamline TAT through effective use of technology / process redesign

Lower CPA through productivity enhancement and reduction of non-sales staffing

Provide a business feedback loop into Products and segments for enhancements

Build a knowledgeable, driven team and keeping involved in all aspects of recruitment and selection for the sales department

Attending industry events and conferences to generate new business leads and acting as a spokesperson for the organisation at sales events and conferences

Qualifications

Bachelor\'s degree

Years & Nature of Experience:

15 years\' relevant experience in the banking & Financial Institutions sector within a fast-paced and dynamic business environment with at least 5 years in similar positions of progressively increasing managerial responsibilities in the Business & Sales function.

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