Leading and providing strategic sales leadership in management across all branches within cluster.
Responsible for planning, organizing and managing Profit & Loss (P&L) of the branches within the cluster with discretion necessary to fulfill the Bank’s goals and policies and guidelines
Drive service excellence culture and ensure customer satisfaction level for branches within cluster, along with Cluster Operations Head.
Deploying sales rituals to maintain high level of sale discipline, pipeline management and activity management to ensure all branches within cluster are on track with their runrate.
Responsible for driving revenue and AUM growth of the cluster’s branches, inclusive of wealth products, lending referrals (AoA, credit card and personal loan) and deposit. Fully responsible for maintaining healthy balance sheet of branches within cluster
Sales Management & Planning
To formulate strategic sales plans by: -
Analyze market trends, competitors information, legal and regulatory developments and the corresponding impact on the bank (supplemented by analysis from Product Owners, Segment Strategy and Business Planning & Performance Management)
Initiate and oversee the execution of business and marketing plans for respective branches.
Institutionalize sales management routines i.e. sales meetings, goal setting, daily and weekly concall.
Conduct sales training where required to ensure sales team are updated and informed of latest product information and sales effectiveness techniques.
Ensure healthy cross-referrals amongst businesses i.e. Retail Broking Investment Lending (RBIL), SME Business, Alliance@Work etc
People & Productivity Management
Select, hire and orientate Branch Managers (BM) / PB Hub Managers and / or Customer Relationship Managers (CRM) and ensure adequate staff capacity to meet sales requirement in branches within cluster
Provide regular coaching and follow up with Branch Managers and PB Hub Managers within cluster to uplift performance
Capacity and resource management including leave planning during festive season for cluster level.
Analyze sales performance and implement appropriate actions to improve performance, including productivity management of non-performers (BM/WEA/CRM/FSC) at cluster level
Conduct formal performance appraisal (quarterly) and perform career planning for Branch Managers / PB Hub Managers within cluster (e.g. recommendation for promotion, training needs, internal transfers), including upskilling sales team through soft skill and personal development programme.
Review and concur with Branch Manager/PB Hub Manager on staff promotions and performance appraisal of sales team at cluster level
Retain performers (PH Hub Managers, BMs and CRMs) within cluster, and closely engage the team within cluster.
Franchise Building
Grow Privilege Banking (PB) customers at branches/hubs within cluster via active acquisition plan.
Promote cross-referrals culture amongst businesses i.e. Retail Broking and Investment Lending (RBIL), SME Business, Alliance@Work in branches and hubs within cluster
Increase customer stickiness by product penetration and higher product holding for AP and PB customers
Governance & Control
Ensure Branch Managers adhere to and enforce Alliance Bank’s policies and procedures, includingcredit control procedures, audit compliance and BNM guidelines
Ensure sales related audit findings/lapses / gaps within cluster are fixed with no repetitive findings
Ensure sales activities are compliance with Sales Compliance Framework and Group’s standards and regulatory requirements.
