Director/Country Head - Sales & Distribution - Retail Banking

Director/Country Head - Sales & Distribution for Retail Banking

Director - Country Head for Retail Banking S&D and Employee banking

POSITION TITLE: Business Head - Sales & Distribution & Sky Branch

Grade/Level: Director

GROUP: Global Consumer bank

DEPARTMENT: Retail Bank

LOCATION: Mumbai

Business overview :

Retail Bank Sales & Distribution vertical is an agglomeration of various channels responsible for acquiring customers, with segment driven relationship model that serves clients across the full spectrum of consumer banking needs. The key channels under this business are HNI client acquisition, Employee banking business (salary a/c's), Branch and Service teams.

Job Summary :

- The incumbent will be responsible to deliver acquisition volumes across products, through greater ownership of customer during acquisitions and deliver superior acquisitions results across liability lines (Ultra HNI, HNI, commercial banking and employee banking). In addition, deepening of client relationship through employee banking branch with investment, insurance, and cross sell originations.

- The incumbent will help with the creation and implementation of "Path to digital" acquisitions and use of data analytics for improving efficiency and enhancing customer experience, champion progress with a focus on innovation.

- Further, the incumbent will work as a partner with cross functional teams; manage a talented, large and, high energy team This is a people- oriented, strategic role that will require the incumbent to skill, re-skill and align the team with larger vision and goals. This is a challenging role for the right incumbent, who will need to understand the dynamics of changing technology and consumer preferences and can drive transformation to a digital, data-led acquisition model, improving efficiency and enhancing customer experience.

- This role also involves managing marquee corporates salary relationships and giving the corporates a seamless experience in their employee salary accounts.

ROLE & RESPONSIBILITIES :

Business Objectives:

- Affluent client acquisitions and penetrating Investment, Insurance and Forex products to Emerging Affluent segment. Client acquisition growth and wallet deepening through digital engagement and industry best service

- Manage Suvidha scale up strategy - acquisition, cross sell, balance sheet growth, client retention and winning market share

Core Responsibilities:

- Responsible for managing & driving business for Consumer Bank products

- B2B sales - Corporate onboarding for salary accounts

- Liability products - Suvidha (salary accounts), Citi private clients Citigold, Citipriority and Current accounts

- Wealth products - Insurance, Investments and Fx

- Cross sell of Assets products - Cards, Personal loan & Mortgages

Financial (Management/Performance) :

- Responsible for acquisitions for the entire gamut of banking products through a team of Area Directors who in-turn manage a team of Regional Sales managers and bankers trained in multi products sales

- Leading & Managing performance of Sky Branch thru Sky head with deepening targets of Investment, insurance and FX products delivered through sky tele-engagement head and wealth heads , to deliver / achieve plan numbers across the above product lines

- Responsible for formulating sales strategies to increase product volumes

- Responsible for overall client obsession, enhance client satisfaction levels, and ensure adherence to compliance policies and procedures through Service teams.

People (Team Management) :

- Create a Sales Organization which is self-driven, customer centric, highly motivated and "best in class".

- Mentoring of Area Directors/ Sky head to be able to create business opportunities for their teams

- Accountable for Sales Performance / Productivity of the country along with their career progression and cross product training and origination.

- Ensure overall units' attrition is within the prescribed levels

- To manage, motivate and guide the team with business directional, cultural clarity with diversity & inclusion

Optimal Headcount management:

- Franchise (Managing Relationships / Expanding footprint)

- Responsible for all Sales & Distribution lead initiatives - including market sizing, increasing penetration in existing channels, perceptual scale driven micro-marketing activities.

- To forge new partnerships with a view to expand the target market within approved segments.

- Responsible for developing and strengthening relationships with decision makers in identified corporates.

Process (Sales adherence to Compliance and Quality) :

- Ensuring adherence to Compliance guidelines / Audit requirements

- Address the right mix and portfolio quality

- Ensure compliance and integrity of the Distribution w.r.t. recruitment, sourcing, and client documentation

- Responsible to build a compliant culture and teams' adherence to compliance frame work at all times

- To cultivate a " No Surprises" culture on control aspects

Innovation & adaptability :

- Complete accountability on Customer acquisition for every product -Drive digitisation, process enhancements and simplification

- Lead the product, segment, backend units, digital interfaces and frontend channels to deliver on action items that are aimed to improved acquisition

- Digital penetration increases across products by supporting the digital initiatives with dedicated teams

Day-to-Day Responsibilities :

- Meet the plan - Ensure meeting revenue targets through creating and deepening relationship Deliver a cleaner year

- On controls and compliance aspects of the business Simplify and innovate - champion the change or bring process improvement Groom talent within team to take on higher roles in the team and wider organisation Constant evaluation and upgrade of team's digital capabilities, improving operating efficiency through digital and ensuring compliance with Citi sales practices.

- Minimising complaints on sales process and improving turnaround times and exception handling process.

Skills:

- Significantly strong leadership skills

- Managed large teams delivering sales numbers

- Strong relationship skills

- Collaborative approach

- Ability to break complex/abstract goals into small executable parts

- Strong communication and presentation skills

- Superior planning, organising, strategic thinking capabilities

- Managed digital sales

- Handled diverse channels of sales originations

- Prior experience of managing large distribution / P&L / acquisition teams will be preferred

Other:

- Reports to Direct: Managing Director - Retail Bank Head

- Supervises Direct: Area Directors, Employee banking branch Head, Service head, Sales planning teams

- Matrix: Sales ops & Service teams, Product & segments

Partnerships Internal:

- APAC stakeholders, Business heads, Corporate bank teams, finance, Product groups, Digital teams, Marketing team, Operations, Decision mgmt., CBORC team, collections and Risk, Human resources, Talent acquisition teams

External: CXO level partners - CFO / HR head / Corporate SPOC