Sales Coverage & Coverage Model – Business Lead

Overview

This role entails leading the creation and execution of a comprehensive sales coverage framework spanning the bank and its subsidiaries. The goal is to ensure seamless coordination among Relationship Management, Coverage, and Product departments, fostering a unified approach to client management and maximizing revenue growth and cross-selling potential across various business lines.

Business Areas & Exposure

• Corporate and Institutional Banking
• Client Coverage and Relationship Management
• Sales Performance and Revenue Optimization
• Global Transaction Banking (GTB)
• Global Structured Finance (GSF)
• Global Markets (GM)
• Global Asset Management (GAM)
• Financial Advisory Management (FAM)
• Corporate Banking
• Subsidiary Coverage Strategies
• Cross-sell and Wallet Share Enhancement
• Operating Model and Governance Reformation

Key Responsibilities

• Design and deploy a bank-wide sales coverage framework across all subsidiaries.
• Define roles and collaboration protocols among Coverage teams, Relationship Managers, and Product units.
• Create clear client ownership and account management guidelines.
• Formulate client segmentation and coverage plans aligned with business priorities.
• Facilitate collaboration across GTB, GSF, GM, GAM, FAM, and Coverage teams to drive growth.
• Identify opportunities to deepen client relationships and expand wallet share.
• Implement mechanisms to boost cross-selling and revenue generation.
• Champion coordinated client engagement and account planning initiatives.
• Develop governance frameworks that support effective client coverage and sales management.
• Set coverage KPIs, metrics, and accountability standards.
• Establish client prioritization and escalation workflows.
• Ensure uniform coverage practices across business units and subsidiaries.
• Engage senior stakeholders to promote adoption of the coverage operating model.
• Facilitate alignment among product, coverage, and relationship teams.
• Lead organizational change management and communications to embed the One-Bank approach.
• Create analytical dashboards and reports to monitor coverage performance.
• Assess client penetration, wallet share, and cross-sell effectiveness to identify improvement areas.
• Monitor revenue and productivity outcomes.
• Integrate subsidiary coverage models with the central framework to enhance coordination and joint client coverage opportunities.

Experience & Profile

• A minimum of 12 years of experience in banking, particularly in Corporate, Institutional, Transaction Banking, Markets, Coverage, or Sales leadership roles.
• Demonstrated expertise in designing or managing sales coverage, client management, or operating model transformations.
• Track record of collaborating across multiple product groups and stakeholders.
• Experience participating in large-scale banking transformation programs is advantageous.
• Comprehensive knowledge of Coverage, RM, and Product operational models.
• In-depth understanding of various business lines including GTB, GSF, GM, GAM, and FAM.
• Commercially driven with strong emphasis on revenue enhancement and client engagement.
• Proficiency in organizational design, governance, and change initiatives.
• Excellent stakeholder management and influencing skills, with ability to engage senior leadership.
• Strong analytical, strategic planning, and change management capabilities.
• Candidate must be located in Qatar.