Business Development Specialist
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Key skills for this role
About the Role
Vistas Global seeks an experienced Business Lead to design and implement an enterprise-wide sales coverage framework for a bank and its subsidiaries. The role involves developing client segmentation strategies, governance models, and driving revenue optimization through cross-selling.
Key Skills for This Role
Responsibilities
- Lead the design and implementation of an enterprise wide Sales Coverage Model across the bank and its subsidiaries
- Develop a unified client coverage framework aligning Relationship Management, Coverage, and Product teams
- Establish client ownership and coverage governance across business units
- Develop client segmentation strategies based on profitability, strategic importance, and growth potential
- Increase wallet share and client penetration through coordinated cross selling initiatives
- Design governance models for sales coverage, ownership, and client servicing
- Define coverage ownership, parent limit framework, Delegation of Authority, Shadow Revenue methodology, and P&L Attribution framework
- Drive enterprise wide operating model transformation initiatives
- Partner with Relationship Management, Product Teams, Treasury, Finance, Risk, and Business Heads
- Develop KPIs and performance metrics for sales coverage effectiveness
- Engage with senior executives and business leaders, facilitate workshops and governance committees
- Lead organizational change initiatives related to coverage transformation
Requirements
- Bachelor's degree in Finance, Banking, Business Administration, Economics, Management, or related discipline
- MBA or relevant postgraduate qualification preferred
- Minimum 12+ years of experience in banking
- Strong experience in Corporate Banking, Institutional Banking, Transaction Banking, Treasury, Sales Management, Coverage Models, and Business Transformation
- Proven experience leading enterprise wide operating model or sales coverage transformation initiatives
- Experience working across multiple banking product groups and stakeholder environments
Full Job Posting
Job Summary
- Seeking an experienced Business Lead – Sales Coverage & Coverage Model to lead design, implementation, and transformation of an enterprise wide sales coverage framework across the bank and its subsidiaries.
- The role will drive development of a unified client coverage model aligning RM, Coverage, and Product teams to maximize client penetration, revenue growth, cross selling, and profitability.
- Ideal candidate has extensive experience in Corporate Banking, Institutional Banking, Treasury products, Transaction Banking, Sales Management, and enterprise operating model transformation.
Key Responsibilities
- Lead design and implementation of enterprise wide Sales Coverage Model across the bank and its subsidiaries.
- Develop unified client coverage framework aligning RM, Coverage, and Product teams.
- Establish client ownership and coverage governance across business units.
- Drive 'One Bank' approach for integrated client management.
- Develop client segmentation strategies based on profitability, strategic importance, and growth potential.
- Increase wallet share and client penetration through coordinated cross selling initiatives.
- Improve collaboration between business lines to maximize revenue opportunities.
- Establish coverage accountability across all client segments.
- Design governance models for sales coverage, ownership, and client servicing.
- Define coverage ownership, parent limit framework, Delegation of Authority, Shadow Revenue methodology, and P&L Attribution framework.
- Drive enterprise wide operating model transformation initiatives.
- Partner with RM, Product Teams, Treasury, Finance, Risk, and Business Heads.
Required Skills
- Banking Domain: Corporate Banking, Institutional Banking, Commercial Banking, Relationship Management, Client Coverage, Sales Coverage Strategy, Treasury Products, Transaction Banking.
- Business Lines: Global Transaction Banking (GTB), Global Structured Finance (GSF), Global Markets (GM), Global Asset Management (GAM), Fixed Asset Management (FAM).
- Strategy & Transformation: Operating Model Design, Banking Transformation, Business Transformation, Organizational Design, Governance Framework, Client Segmentation, Revenue Growth Strategy, Cross Selling Strategy, Wallet Share Optimization, P&L Attribution, Shadow Revenue, Parent Limit Framework, D
- Business Management: Stakeholder Management, Executive Communication, Business Strategy, Change Management, Performance Management, Revenue Optimization, Business Process Improvement.
- Methodologies: Business Process Analysis, Operating Model Transformation, Strategic Planning, Governance Frameworks.
Qualifications
- Bachelor's Degree in Finance, Banking, Business Administration, Economics, Management, or related discipline.
- MBA or relevant postgraduate qualification is preferred.
- Minimum 12+ years of experience in banking.
- Strong experience in Corporate Banking, Institutional Banking, Transaction Banking, Treasury, Sales Management, Coverage Models, Business Transformation.
- Proven experience leading enterprise wide operating model or sales coverage transformation initiatives.
- Experience working across multiple banking product groups and stakeholder environments.
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