Job summary
The role leads the strategic direction of the Commercial Segment by aligning with corporate priorities and driving revenue, profitability, and market share growth. It involves developing innovative business models with strategic partners to unlock new revenue streams and enhance customer experience. The role also oversees sales strategy, performance management, and data analytics to ensure effective execution and decision-making. Additionally, it focuses on customer journey design and employee capability development to support long-term business transformation and competitiveness.
Job Description :
Strategic Planning
- Align Commercial Segment strategy with Bank-wide corporate strategy and priorities.
- Formulate and implement Commercial Segment strategies and business plans to achieve revenue, profitability, and market share targets.
- Define value propositions, product/service mixes, and revenue models for Corporate & SME segments.
- Monitor market landscape, competitor moves, and regulatory impacts to adjust business strategies accordingly.
Business Development
- Initiate and lead the development of new innovative business models by ideating and opportunity exploration, engaging with potential strategic partners, conducting feasibility assessments, presenting business cases to stakeholders, and driving execution through cross-functional working teams. The goal is to unlock new revenue streams, foster strategic partnerships, and elevate customer experience.
Sales & Market Execution Development
- Oversee development of sales strategies, sales models, and KPIs in alignment with CBG targets.
- Drive effective acquisition and deepening of customer relationships, ensuring growth of portfolio and share of wallet.
- Monitor and support execution of sales campaigns, pipeline management, and incentive structures to drive performance.
- Ensure CRM systems, sales tools, and customer data are effectively leveraged to enhance sales opportunity.
Performance Management
- Set and monitor Commercial Segment KPIs, and key performance metrics.
- Track both financial and non-financial performance (customer satisfaction, risk management, employee engagement).
- Report to senior management with strategic recommendations and corrective action plans.
Business Intelligence & Analytics Management
- Lead customer and market data analytics to provide insights for strategy, sales, and marketing.
- Oversee dashboards, reports, and performance monitoring systems for commercial segment performance.
- Ensure effective segmentation, revenue tracking, and ad-hoc analysis to support commercial decision-making.
- Use analytics to identify risks, opportunities, and ensure data-driven decision support.
Customer Journey & Experience Management
- Identify key customer experience preferences in target segments and ensure delivery of best-in-class customer journey.
- Co-develop new and adjust existing products/services to meet evolving customer needs and improve competitiveness.
- Design and develop relationship models that maintain and strengthen long-term relationships with commercial customers.
- Ensure integration of customer insights and feedback into strategy, marketing, and product development.
Communication, People & Capability Development
- Develop and implement communication strategies to ensure alignment and engagement within CBG teams.
- Lead employee experience management, functional training, and engagement initiatives to maximize staff productivity and morale.
- Create a culture that supports collaboration, innovation, and customer-centricity.
- Oversee change management and organizational readiness to support business transformation.
Leadership Responsibilities
- Lead 4 teams (Strategic Management, Sales Management, Business Intelligence & Analytics, Communication & People Development)
- Provide direction, coaching, and development for team heads to build organizational capabilities.
- Foster cross-functional collaboration across Marketing, Product, Risk, and Corporate Strategy.
- Act as a key representative of the Commercial Segment in senior leadership forums
Qualifications :
- Master's degree in business administration, Finance, Economics, or related field.
- Minimum 10-year experience in strategic planning, business development, or commercial banking, including experience in management consulting or strategic advisory roles.
- Strong strategic thinking, analytical, and problem-solving skills.
- Deep understanding of financial products, customer segments (Corporate & SME), and market dynamics.
- Proven ability to design and launch innovative business models.
- Proficiency in data analytics, performance management, and CRM tools.
- Excellent communication, stakeholder engagement, and change leadership capabilities.
- Customer-centric, collaborative, and forward-thinking with a focus on innovation and sustainable growth
