Job Description

Description

Primary Objective:

• Lead, manage and grow the Affluent and Wealth business from managing and optimizing the following retail sales channels.

o Premier Relationship Directors to manage and grow HNW Premier Clients

o Relationship Managers to manage and grow affluent Premier Clients

o Personal Banker Wealth to manage and grow Mass Affluent wealth clients

o Personal Banker Bancassurance to drive acquisition of Banca RP business

• Drive strategic initiatives for wealth customer penetration and acquisition for all targeted segments
• Grow fee based income from Wealth and Bancassurance offerings as part of Group\xe2\x80\x99s Non-Interest Income revenue
• Build the overall Assets Under Management (AUM) for RHB\xe2\x80\x99s Retail franchise though acquiring and distributing of wealth, deposit and insurance products
• Increase overall customer\xe2\x80\x99s product portfolio breadth by increase product holding ratio for all segments
• Design, develop and implement nationwide A&W channel sales strategy and business plan to grow the premier and wealth business
• Leverage on data capabilities to develop new opportunities, initiatives and campaigns to potentially build greater product penetration, cross-selling, up-selling, stronger stickiness and great wallet share
• Responsible to plan and strategize workforce growth for A&W sales tracks in order to fulfill the recruitment objectives and headcount productivity
• To work closely with Retail Learning & Development to identify learning gaps, competency & capability development areas
• Lead from distribution on the cross border partnership between Malaysia and other countries to ensure RHB Group synergy alignment and potential growth of other RHB Premier presence worldwide
• Responsible for all Premier related matters such as portfolio assignment or rebalancing, customer matching, complaint handling, sales appeal cases, Incentive schemes, headcount management, region target allocation, Region BSC setting, Region Premier
• Approval authority for Premier Customer Requirement, Cross Region, Branch and RM & Sales recognition appeal

Key Responsibilities:

Strategy & Planning

• Develop, implement and manage sales strategies to achieve sales volumes and target for all Affluent and Wealth Sales Channels
• Key relationship with Segment Proposition to jointly develop and manage the Premier Banking client journeys
• Oversee the business planning and budgeting/ target setting process for A&W business across HQ and regional office
• Plan and strategize sales activities / campaigns to drive portfolio growths in collaboration with Product and Segment teams
• Review and manage the incentive design framework for all A&W sales tracks to ensure that RHB Incentive Framework is competitive and commensurate with performance.

Business Performance & Sales Management

• Drive revenue and customers portfolio growth through customers acquisition and develop measures to up-sell or cross-sell to customers
• Drive product and channel performance to ensure target achievement through regular engagement with RD, RSH and HQ channel heads.
• Review and track daily/ weekly/ monthly sales performance and provide regular feedback to on overall A&W performance
• Coordinate with marketing and product/ segment team on customers acquisition & campaigns / events
• Work with Analytics to generate and manage leads distribution to ensure higher sales performance and conversions for all channels.
• To work closely with Sales Management team to manage and handle PIP framework
• To establish the sales engagement framework and to ensure successful implementation nationwide
• Compliance to Bank\xe2\x80\x99s Policy procedures and observe sales code of ethics

Business Partnership

• To work with internal and external stakeholders (RHB Trustees, SME, Corporate, Commercial, HR, RHB Premier Singapore, Cambodia etc) to further identify business opportunities & strategic tie up to grow A&W Business

Talent Recruitment & Retention

• To work with HR and RSH A&W to ramp up recruitment strategies and plans to meet the desired recruitment objectives
• To work with RHB Academy to implement training development plan to build up the sales & technical competency for a productive sales force
• To craft out & execute retention strategy, performance management standards, standardize PIP coaching best practices

Requirements

Requirements:
Bachelor Degree - Degree or Masters in Finance/ Business Management / Banking / Marketing.

- FIMM, Life & General Insurance, IPPC, Module 6 & 7 will be an added advantage.

\xef\x82\xb7 Minimum 15 years of sales experience preferably in Retail Banking / Wealth management industry within financial institutions

\xef\x82\xb7 Proven track record in wealth sales and customer service

\xef\x82\xb7 Sales and results oriented

\xef\x82\xb7 Able to motivate and inspire a team

\xef\x82\xb7 Able to engage staff and inspires commitment to achieve business objectives

\xef\x82\xb7 Pleasant personality with excellent verbal and written communication skills and managerial skills

\xef\x82\xb7 Knows conflict management, able to influence peers and superiors

\xef\x82\xb7 Good interpersonal and relationship building skill

Sets clear and realistic goals, focused on highest value activities

- Motivates and inspires others \xe2\x80\x93 draws out the best in people

- Strong team player; able to work with other leaders

- Good written communication skills

- Operates with focus of creating value for the customer

- Understanding of relative compliance requirements and processes

- Strong problem solving skill to support issue resolution

- Adept at solving problems in a logical and fact-driven manner (e.g., when tackling technical challenges, obstacles, backlog prioritization)

- Highly adaptable and able to respond to change fast

- Resourceful and able to leverage network effectively

- Ability to collaborate and help the squad members

- Actively listens to others, understands and values others\' views

- Ability communicate opinions or views of squad/circle members clearly

- Well versed with lending policies and process

Benefits

Dental, Education support, Miscellaneous allowance, Medical, Loans, Sports (e.g. Gym), Parking, Vision, Regular hours, Mondays - Fridays, Casual Business Wear, Performance Based Rewards

RHB Bank