Business Analyst - Sales Coverage & Coverage Model

Role Overview

This fixed-term contract role of 5 years focuses on supporting the design, implementation, and continuous improvement of the bank's comprehensive sales coverage model. The business analyst will assess existing sales coverage arrangements, gather and document detailed business requirements, and facilitate collaboration between key commercial teams such as Coverage, Relationship Management (RM), Product, and subsidiary units. The goal is to enhance client coverage efficiency, boost cross-selling capabilities, and reinforce an integrated One-Bank client management approach.

Business Context & Exposure

• Client Coverage and Relationship Management
• Corporate and Institutional Banking sectors
• Products and frameworks including GTB, GSF, GM, GAM, and FAM
• Sales governance principles and operating model designs
• Client segmentation strategies and coverage frameworks
• Revenue enhancement and cross-selling tactics
• Organizational transformation initiatives
• Business process design methodologies
• Subsidiary business integration

Key Responsibilities

• Evaluate existing coverage frameworks, client ownership models, and sales workflows to find inefficiencies and growth opportunities
• Analyze client portfolio distribution, coverage assignments, and revenue share contributions
• Collect and formally document business needs from multiple stakeholders, converting them into epics, user stories, and acceptance criteria using JIRA or equivalent tools
• Assist in creating target operating models, governance systems, and engagement processes
• Produce detailed process flow diagrams, operating model documentation, and functional requirements
• Serve as the communication bridge between business departments, coverage teams, and support functions
• Conduct workshops and alignment meetings to secure stakeholder engagement
• Validate that business requirements translate effectively into applied operating model solutions throughout the project lifecycle
• Create and maintain coverage performance analytics and dashboard reports
• Assess wallet share, client engagement depth, cross-selling success metrics, and overall coverage efficiency
• Support design and tracking of performance KPIs
• Lead data mapping workstreams, understanding wholesale banking data flows and architectural principles
• Assist rollout and change management activities linked to new coverage models, governance, communications, and training
• Monitor implementation timelines and verify benefit realization

Required Experience & Candidate Profile

• A minimum of 7 to 10 years’ experience in banking sectors including coverage, business analysis, strategy, or transformation roles
• Solid experience contributing to operating model development, sales optimization, or organizational change projects
• Familiarity with Corporate, Institutional, or Transaction banking preferred
• Deep knowledge of banking coverage models and client management frameworks
• Understanding of key products/businesses: GTB, GSF, GM, GAM, and FAM
• Hands-on experience in business analysis, process mapping, and designing operating procedures
• Strong analytical capabilities coupled with effective stakeholder management skills
• Proven track record in transformation, governance, and performance management initiatives
• Excellent presentation and communication abilities enabling engagement across diverse stakeholder groups