:Role : Head of Business Development (Merchant Acquiring) Location : DubaiRole Purpose:The Head of Business Development is responsible for delivery of the revenue side of the ADIMAC P&L. This consists of ensuring consistent growth in MSV and Other income across all channels. The role is responsible for customer management and has teams of hunters (sellers) and farmers (retainers) as well as a third party (ISO) management team. As the Head of Business Development the role holder will develop and implement the sales strategy along with tactical decisions to generate new business lines, optimize sales and handle strategic accounts/third party relationships. He shall coach/mentor/develop the sales and relationship team. The role entails a direct feed into the strategic growth of ADIB Merchant Services and assists the CEO in achieving the overall company objectives.Key Accountabilities of the roleRESPONSIBILITIES: Revenue and customer profitability delivery via:
Development and execution of the annual sales plan with a focus on profitable, low risk sectors.
Targeting new to ADIB Merchant Services customers (existing and non-existing bank customers)
Retaining existing customers
Managing out unprofitable customers without reputational damage to the Bank
Identifying and working with third parties to enhance the sales effort while ensuring that the Bank's reputation is protected.
Managing Direct Reports and their and their team's performance in terms of MSV, account profitability, Other Income including DCC
The identification of proposition enhancement initiatives to OPCO, Exec & where appropriate ADIMAC Board.
Understand the overall market competitors' strengths and weaknesses, economic trends and know how to sell against them
Setting SMART revenue targets for the business development managers, sellers and retention team
Analyzing the current strategies and work standards and make changes to the existing approaches where appropriate
Build and Strengthen Relationships with key existing customers, industry organization etc. to enable future business and growth.
Overseeing the day-to-day management of the business development team which includes Sales/Relationship Management/ISO/Third Party Relationship Management like vendors etc.
Observes service behaviors of team members and provides feedback to individuals and or managers, thus contumaciously strives to improve performance of the team
Maintains sales staff job results, by counselling, planning monitoring and appraising job results. Facilitate and co-ordinate recruitment of new members of team in coordination with HR
Implementing new business initiatives across the new business and sales teams.
People management and development
Through market understanding, identifying sales opportunities as a result of market changes.
Identify expansion through geographies/channels/ new revenue streams
Prepare and implementing sales incentives schemes to drive sales performance within the team.
Forming strategic partnerships with other companies to leverage their existing networks
Use negotiating skills and creative selling abilities to close on business and negotiate contracts with key merchants/third parties etc.
Working with the marketing team in ADIB to devise marketing materials and tools to support business growth.
Devising and implementing appropriate controls to protect the Bank from fraud and operational losses
Also, role holder is a key member of:
The Operating Committee
Executive Committee (board Committee)
These committees drive the Business day-to-daySpecialist Skills / Technical Knowledge Required for this role:
10+ years leadership experience
Previous experience working in a senior business development role for an acquiring business.
Proven track record of generating new business and achieving revenue growth.
Natural leader and motivator of sales and business development teams.
Ambitious and target focused with a drive to succeed