Head of Products and Value Proposition - Business Banking
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Key skills for this role
About the Role
ADIB seeks a Head of Products and Value Proposition for Business Banking to develop product strategy, drive commercialization, and enhance customer experience for SME clients in Dubai.
Key Skills for This Role
Responsibilities
- Develop the strategic vision and aspirations as well as drive strategic imperatives for Business Banking
- Identify, analyze and prioritize growth opportunities for the business
- Define, drive and monitor the strategic projects portfolio
- Manage and enhance pricing and offerings of business liabilities & cash fees and business finance products
- Conceptualize new product ideas and evaluate them objectively from a market and financial standpoint
- Develop and drive specific commercialization activities creating tools to support Business Banking sales effort
- Analyze markets and products to identify business opportunities and generate new business ideas
- Amplify ADIB Business value proposition and visibility through campaigns and promotions
- Provide regular product training to Business Banking front liners, RMs and Sales
- Drive end to end digital initiatives for SME Customer onboarding journeys
- Partner with leading fintechs, licensing bodies, and ecosystem players to co create innovative solutions
Requirements
- Post graduate degree from a reputable institution
- Strong understanding of transaction banking solutions that suit Business Banking Segments
- Team management experience with ability to mentor, coach and motivate a team of product managers
- Entrepreneurial ability and energy to visualize, develop and execute plans
- Excellent verbal and written communication skills
- Experience in managing a portfolio of complex projects, business initiatives and transformation programs
- Proven ability to influence cross functional teams without formal authority
- Bilingual (English, Arabic) preferred
Full Job Posting
Role Purpose
- Develop products strategy and commercialization of business banking solutions that focus on SME customers’ needs while optimizing the revenue, cost savings, and customer experience initiatives.
- Lead the articulation and execution of segmentation, value propositions, pricing, and go to market plans.
Key Accountabilities
- Develop the strategic vision and aspirations as well as drive strategic imperatives.
- Identify, analyze and prioritize growth opportunities for the business.
- Define, drive and monitor the strategic projects portfolio.
- Monitor progress against priorities and recommend any required shifts in the strategy.
- Analyze segments, sales and channels performance in order to develop new or fine tune existing segment strategies.
- Manage and enhance pricing and offerings of business liabilities & cash fees (across BBD segments), business finance products (under SBF/ Tier 0 excluding GTB products), to ensure they compete effectively.
- Own and develop the range of products offered to business banking customers via alternative channels.
- Conceptualize new product ideas and evaluate them objectively from a market and financial standpoint.
- Working closely with BBD to explore, identify and qualify/quantify new solution that could materially impact positively Business Banking customers, based on eligibility and proper segmentation.
- Develop and drive specific commercialization activities creating tools to support Business Banking sales effort.
- Develop frameworks, processes, and models to support the activities of the BBD strategies.
- Analyze markets and products to identify business opportunities and generate new business ideas.
Segment Management and Commercialization
- Amplify ADIB Business value proposition and visibility through campaigns and promotions, and propose media campaigns and promotions for increased sales.
- Initiate the B2B Marketing initiatives of Business Banking including communications, digital marketing campaigns, ATL marketing campaigns, webinars, events, and PR activities.
- Ensure that all campaigns are well aligned to the Business Banking customer segments and marketing strategies.
- Ensure adequate product visibility and manage the media planning and liaison with central marketing dept.
- Promote product awareness via appropriate external and internal communication, training, and marketing collaterals.
- Continuously track the market trends and identify customer needs and build profitable proposition to address the segment needs.
- Ensure customer insights are utilized effectively to build strategic and tactical direction of the product strategy.
- Analyze markets and products to identify business opportunities and generate new business ideas.
- Recommend pricing and charges based on market analysis while ensuring it is consistent with the product strategy.
Drive Continuous Innovation
- Foster culture of innovation by encouraging cross functional collaboration and agile methodologies to accelerate the delivery of impactful digital solutions.
- Stay ahead of evolving market trends, regulatory requirements, and customer expectations to ensure Business Banking proposition remains competitive and future ready.
Enhance Customer Experience
- Focus on delivering customer centric onboarding experiences that cater to the unique needs of SME clients.
- Implement feedback loops and continuous improvement mechanisms to adapt products and services to evolving customer demands.
Training and Sales Support
- Provide regular product training to Business Banking front liners, RMs and Sales.
- Communicate products, delivery channels updates, ensuring clear understanding of product capabilities across various customer touch points, including sales, relationship managers, implementation, etc.
Enhance Cross Selling & Product Penetration
- Develop and implement data driven cross selling strategies to increase product penetration across the SME client base.
- Identify and lead cross selling opportunities based on eligibility and most responsive profiles.
- Leverage channels to identify cross selling opportunities, recommend relevant solutions, and enhance wallet share.
- Collaborate with sale and relationship management teams to design offerings that cater to SME client needs.
- Track performance metrics and continuously optimize cross selling campaigns to achieve revenue growth targets.
Lead Digital Transformation
- Drive end to end digital initiatives for SME Customer onboarding journeys with focus on efficiency, scalability, and a seamless customer experience.
- Digitize key touchpoints across SME customer lifecycle, ensuring seamless integrations with digital channels.
Collaborate with Fintech and Ecosystem Partners
- Partner with leading fintechs, licensing bodies, and ecosystem players to co create innovative solutions that enhance customer onboarding and product accessibility.
- Leverage strategic collaborations to streamline processes, improve compliance and risk management frameworks.
Adopt Emerging Technologies
- Integrate advanced technologies such as AI, machine learning, open banking, etc.
- Utilize data analytics to optimize processes, reduce turnaround times, and improve the over customer journeys.
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