Role Summary

The incumbent is directly responsible for leading the team responsible for selling Qatari (GCC) Equities and fixed income products to institutional clients based locally, regionally, and globally. SVP of Sales must proactively identify client needs and goals that can be served and grow business (revenue) with client(s). The incumbent is also responsible for monitoring and oversight of development and integration of all QNBFS Customer Services delivery channels (Institutional, Corporate, HNWI, Retail) including Call Center and Customer service help desk.

 SVP of Sales is responsible for developing strategic relationships and marketing the Liquidity Provisioning/Market Making as well as Service Agreements to potential LP client companies. SVP of Sales must be proficient in representation of LP/MM value proposition to prospects and existing clients. The incumbent must function in collaboration with Head of Research and Head of LP/Market Making and assist them in matching LP clients with suitable/specifically targeted international/regional investors, organizing road shows and preparing presentation materials.

SVP of Sales must monitor customer satisfaction at each stakeholder level and initiate changes needed to increase satisfaction scores. SVP of Sales must oversee sales team efforts to identify and build a long-term active pipeline, exploring both existing markets and targeting new market opportunities. The role requires taking complete ownership ofdevelopmentanddeliveryofexceptionaldocumentsandpresentationstocreatewinningoutcomes. The incumbent is responsible for development, implementation and maintenance of applicable QNBFS policies and procedures.

Role Description

Develop a sales strategy and sales plan in line with the market and industry trends, strategic objectives, client segments, target market, regulatory regime and organizations’ strengths and weakness.

Develop QNBFS Customer Service strategy/plan in close consultation with the heads of QNBFS Departments.

Grow and manage pipeline based on sales targets, forecasts and performance goals to increase company’s market share as well as to monitor service levels to increase customer retention.

Operate within the target departmental Budgets defined in the budget process.

Implements and meet KPI’s and best practices monitor sales efforts across all business lines as well as customer service / Call Center performance monitoring for quality measurement purposes.

Promote cost consciousness and efficiency and enhance productivity, to minimize cost, avoid waste, and optimize benefits for the bank.

Act within the limits of the powers delegated to the incumbent and delegate authority to the respective staff and monitor exercise of the same.

Demonstrate clear understanding of the important factors behind the bank's financial & non-financial performance.

Build and strengthen distribution channels and ensure adequate monitoring & oversight on all QNBFS Customer Services delivery channels as well as call center.

Stay abreast with and analyze market research used by customer service team to develop service delivery channels to ensure its effectiveness to attract new customers to company and retain existing customers.

Developing close relationships with CEO’s, CFO’s, CIO’s and senior management teams across the industry

Gather information on competitors offering, building and maintaining a client profile enabling QNBFS to target its offering scientifically.

Work with the Trading / Research departments to develop new marketing themes.

Travel as needed to meet regional institutions for business building business relationships

Resolve customer complaints in a timely and professional manner.

Host events and investor road shows for institutional clients to demonstrate product and service offering

SVP of Sales is responsible for all communications for public relations and shall coordinate with QNB Group Communications, based on the SLA, for the formats of the communication templates of the various media, namely, press release, audio-visual presentations and online content.

Develop new and existing institutional client relationships with a goal of continuously broadening distribution of QNBFS’ services/products across local, regional, and global institutions

Manage sales force and leverage available delivery channels to meet sales targets.

Consolidate and approve the sales targets prepared by the Sales Team

Reconcile sales targets against top-down objectives.

Work with QNBFS CEO to establish realistic yet challenging targets for the company and Sales Team.

Timely resolution for any audit tasks or requirements

Distribute weekly sales reports to QNBFS CEO and relevant stakeholders

Establish performance based incentives for the sales staff. Gather information on competitors’ offerings.

Abide by the Policies and Procedures developed for maintaining the Information Security for the QNBFS and shall take on active responsibilities in achieving, managing and maintaining the ISO 27001 standard.

Bring in significant leadership to the division/department, ensuring that effective controls and resources are available to manage and control work volumes.

Oversee recruitment, provide motivation, guidance to employees and reinforce high standards concerning performance, and adherence to the Bank’s values and mission.

Comply with all applicable legal, regulatory and internal compliance requirements including, but not limited to, Group Compliance Policies and Procedures (AML & CTF, Sanctions Policy, Data Protection Policy, Fraud Control Policy, Whistle Blowing Policy, Conflict of Interest and Insider Dealing Policy).

Understand and effectively perform your role under the Three Lines of Defence principle to identify measure, monitor, manage and report risks.

Ensure systematic good outcomes for clients in accordance with Conduct Risk policy.

Support the framework of RCSA, KRI, Incident reporting and remediation, as appropriate, in accordance with the Operational Risk Management requirements.

Maintain appropriate knowledge to ensure full qualification to undertake the role. Complete all mandatory training provided by the Bank, attain, and maintain the required levels of competence.

Attend mandatory (internal and external) seminars as instructed by the Bank.

Qualifications

Bachelor’s/ Master degree University graduate preferably with a Major in Marketing, Banking, Finance, Accounting, Economics, Business Administration or Information Technology (related field of study), Masters preferred.

At least 15 years of relevant experience, preferably within a highly rated international bank.

At least 8 years of experience in leading a Sales Team for a Financial Services Product with at least 5 years in a brokerage firm.

Special Required Skills

-          Excellent oral and written communication skills (including report writing) in English and Arabic, Preferred.

-          Good interpersonal and presentation skills.

-          Understanding of the relevant laws, regulations, and practices.

-          Ability to make decisions and follow through with initiatives.

-          Personal integrity and self-management.

-          Planning, organizing, and analytical ability.

-          Results oriented.

-          Strong analytical skills and the ability to communicate both verbally and in writing with all levels of management.

-          Knowledge of the market place

-          New business development experience

-          Strong negotiation and deal making skills

-          Knowledge about QE & QFMA regulations is desirable