SALMAN YOUSAF
Dubai
Summary
Senior Professional with 24 years of experience in strategic sales leadership within the banking industry. Proven track record of driving revenue growth, expanding market share and building high performing sales teams. Seeking a VP Banking sales role to leverage a comprehensive skill set in driving sales excellence and contributing to the strategic vision of a dynamic financial institution.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Vice President - Regional Manager
Mashreq
03.2020 - Current
- Managing 15 certified relationship managers with a portfolio of approx USD 600MM and 1900 MG clients
- Ensuring right product mix along all products according to customer's risk appetite
- Ensuring Lombard book gives right profit margin as per business direction
- Currently giving a margin of 1.75% with 190 customers
- Performance management of each RM to remain above 85% of their BSC
- Ensuring compliance and CPR regulations are met in line with policy and CB regulation.
- Managing customer experience of MG under supervision of MG head and customer experience team
- Developed digital portfolio for MG RMs with help of product team
- Leading efforts of FaceApp launch from MG which is part of digital journey.
- Developed reports with help of BIU unit related to customer contact and investment account monitoring.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
UNIT HEAD
Noor Bank
04.2018 - 03.2020
- Wealth Management onshore / offshore banking (CISI Certified)
- Established onshore/ offshore clientele /portfolio and generating business from NRPs especially from Pakistan / GCC & also from African market
- Advising investment products like structured deposits, mutual funds, Sukuks, Equities & commodities as per client risk profile
- Management of USD 125 Million
- Increased priority company accounts which are giving fee income above USD 50,000 or revenue of USD 100,000.
- Interacted well with customers to build connections and nurture relationships.
SENIOR MANAGER
Noor Bank
10.2014 - 03.2018
- Advising investment products like structured deposits, mutual funds, Sukuks, Equities & commodities as per client risk profile
- Established portfolio of USD 85MM approx., ensuring no client is below bank defined threshold.
- Assisting Head of Sales - WM in devising business strategy
- Wealth Management / Asset management / ICD / Leverages
- High profile corporate accounts management (LCs / Guarantees / SBLCs / Transferrable LCs etc)
- Cost and Revenue Analysis of entire portfolio ensuring that profitability is met for each client as per business directions.
- Enhanced Due diligence of PEP clients and their monitoring.
- International Market Analysis based on daily movements.
- Management of client Mortgage / Real Estate Portfolios as part of wealth
BRANCH MANAGER / VICE PRESIDENT
Standard Chartered Bank Pakistan
02.2013 - 09.2014
- Key responsibilities includes but not limited to:-
- Portfolio management of US $ 67MM
- Risk management
- Audit and control
- Institutional clients dealing (Corporate banking customer)
- Diplomat's portfolio handling
- Wealth Management
- Anti-Money Laundering / Compliance
- Credit Risk / Credit Analysis
- People management
- Budgeting, Cost and Revenue Analysis
- Operational risk Management and part of the region internal controls team (OR)
- Regional Internal Audit coordinator for the N-3 region
- Regional Compliance Team member handling public figure accounts, sanction countries, high risk national and demographics and ensuring business is done as per guidelines
- Member of the regional service quality team & operational risk team
- Back up regional head and worked as an acting regional head N-3.
RESIDENT VICE PRESIDENT, DEPUTY AREA MANAGER / BRANCH MANAGER / RESIDENT VICE PRESIDENT
Citibank N. A
05.2008 - 01.2013
- Reporting line of 14 permanent staff including matrix reporting + AVP and manager reporting
- State bank coordination / coordinator for legal / LEA cases, cash related
- Managing credit portfolio, account performance
- Responsible for the Wealth management business of the branch
- Grew Branch portfolio to 48 million US dollars, Country's biggest branch in terms of revenue
- Institutional clients dealing (Corporate banking customer)
- Diplomats portfolio handling e.g., US embassy, Turkish embassy, USAID, Telenor, Mobilink, Nokia Siemens
- Branches security premises and policy
- Credit coordinator of the region where all credit facilities were approved by me as per business guidelines and through business consent
- COB (continuity of business ) coordinator for North branches
- Head of Internal control team in North
- Management member of the service quality and assurance team
- Identified staff talent and contributions, establishing plans for succession
- Developed robust workforce plans, aligning with future and evolving needs of business.
CITIGOLD EXECUTIVE / BRANCH SALES HEAD, BRANCH
Citibank N. A
02.2006 - 04.2008
- Running a sales team at the branch level and to guide them in order to achieve the branch sales targets in term of liability and assets business
- Maintaining a portfolio of high net worth clients and to ensure optimum services are delivered to them keeping in view the high services standard
- Responsible for the overall compliance at the branch level and to ensure that all compliance requirements are met
- Responsible for releasing the credit lines / running finances to the customers and also responsible for coordinating the issues of credit with the concerned department and State bank of Pakistan
- Responsible for the branch overall security related matters and escalation of any security issue to the head office
- Responsible for managing teams of Compliance executive in order to ensure that all related policies and procedures are met as per the laid down standard
- Back up of Branch Manager in managing the things in his absence.
RELATIONSHIP MANAGER /ASSISTANT MANAGER
Rawalpindi
09.2005 - 02.2006
- Local / foreign currency deposit mobilization and retention
- Constant maintenance of proximity with the customer base to catalyze relationship building, deepening and tapping of referrals
- Cross-selling of asset products / trade services, other than those pertaining directly to Branch Banking Business
- Constant monitoring of deposit influx and attrition to formulate sales strategy
- Review of present position of the business and to ascertain potential future
- Independent assessment of portfolio risk dimensions and quality of the risk management process with respect to external environment / volatility
- Making a cost benefit analysis for the branch
- Increased the assigned portfolio by PKR 210 MM in year 2005 against an assigned target of PKR 100 MM.
CUSTOMER RELATIONS MANAGER/ AUTHORIZED
SIGNATORY
01.2004 - 09.2005
- Responsible for the overall supervision of customer services i.e
- Servicing Branch banking and asset customer services
- Providing optimum services, ensuring higher services standards are met
- To ensure their complaints and follow-ups are properly done and responded within the given time period
- To generate sales from the existing customers
- Monitoring of customer service indicators and timelines
- Usage of ECCMS (Enhanced Customer Contact Management System) for complaint tracking
- Sustenance of Branch OHS (Overall High Satisfaction) rate at 90%(minimum), Problem Incidence Rate at 15% (maximum) and Post Resolution Satisfaction at 50% (minimum)
- Routine correspondence with customers regarding latest updates and policies relevant to their accounts.
CUSTOMER RELATION OFFICER
Branch
03.2000 - 12.2003
- Monitoring of customer-portfolio in terms of deposit mobilization
- Supervision of customer services staff under advice of Customer Relations Manager
- Review of present position of the business and to ascertain potential changes in future
- Constant maintenance of proximity with the customer base to catalyze relationship building, deepening and tapping of referrals
- Followed up with customers after sales to gain feedback
- Used knowledge of company products and services to recommend solutions to customers.
Education
MBA - Business Administration
PUNJAB COLLEGE OF BUSINESS ADMINISTRATION
PakistanBachelors of Commerce - Finance
PUNJAB COLLEGE OF COMMERCE
PakistanSkills
- Coaching and Mentoring
- Negotiation and Persuasion
- Portfolio Management
- Wealth Management
- Legacy Planning
- Performance Management
- Analytical Thinking
- Relationship Building and Management
- Sales Leadership
- Conflict Resolution
Additional Information
- Best Team Q2 2020
- Top Agile Award June 2021
- Key Contributor in Business April 2021
- Top Performing Team 2019
- Best offshore RM for Q1 (2015, 2016, 2017)
- Highest Revenue generation award for Q1 (2015, 2016, 2017)
- Bancassurance Best Performing Branch (2008 - 2012)
- Branch banking Paradigm Shift Award
Certification
CISI Level 3
SCA Certified
Timeline
Vice President - Regional Manager
Mashreq
03.2020 - Current
UNIT HEAD
Noor Bank
04.2018 - 03.2020
SENIOR MANAGER
Noor Bank
10.2014 - 03.2018
BRANCH MANAGER / VICE PRESIDENT
Standard Chartered Bank Pakistan
02.2013 - 09.2014
RESIDENT VICE PRESIDENT, DEPUTY AREA MANAGER / BRANCH MANAGER / RESIDENT VICE PRESIDENT
Citibank N. A
05.2008 - 01.2013
CITIGOLD EXECUTIVE / BRANCH SALES HEAD, BRANCH
Citibank N. A
02.2006 - 04.2008
RELATIONSHIP MANAGER /ASSISTANT MANAGER
Rawalpindi
09.2005 - 02.2006
CUSTOMER RELATIONS MANAGER/ AUTHORIZED
SIGNATORY
01.2004 - 09.2005
CUSTOMER RELATION OFFICER
Branch
03.2000 - 12.2003
MBA - Business Administration
PUNJAB COLLEGE OF BUSINESS ADMINISTRATION
Bachelors of Commerce - Finance
PUNJAB COLLEGE OF COMMERCE
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