Head - Business Banking Products and Segments

About the business area:

The Retail Banking Group (RBG) supports retail and micro-business customers in managing their finances, through expert advice and the provision of a full suite of specialist products and services in conventional and Shari’ah compliant banking. The business is committed to driving digital innovation to deliver excellence in customer service.

Job Overview:

To lead and oversee the Business Banking Products and Segments vertical by owning segment strategy, lending product P&L and specialist product enablement, operating as the central product factory and sales enablement hub to accelerate relationship manager effectiveness, optimise incentive economics, and deliver sustainable loan book growth, segment penetration and customer satisfaction across all Business Banking segments

In this role, your key responsibilities include:

• • Lead the development and execution of the Business Banking Products and Segments strategy by defining clear short, medium and long‑term objectives across segment value propositions, lending products and specialist enablement 

• • Translate strategic priorities into operating plans and financial targets, with full accountability for product P&L and segment performance
  • Establish governance, reporting and performance management frameworks to monitor delivery, manage incentive economics including cost of incentives as a percentage of revenue, and ensure timely corrective actions are taken to achieve sustainable growth, profitability and customer outcomes
  • Develop a deep understanding of market trends, customer needs, competitor positioning and industry best practices to define and lead the overall Business Banking product and segment strategy
  • Operate the Products and Segments vertical as the central product factory and touchpoints hub, enabling relationship managers through clear value propositions, pricing frameworks, specialist support and structured sales programmes
  • Design, execute and continuously monitor all incentive schemes across Sales and Distribution to drive balanced acquisition, cross‑sell and profitability while ensuring prudent risk‑taking and effective frontline execution
  • Own and lead the central segments capability by developing differentiated value propositions for Business Excellency, Privilege and Aspire segments using customer insights, analytics and market intelligence
  • Translate segment strategies into acquisition, conversion and engagement initiatives, leveraging customer analytics and portfolio data to maximise cross‑sell, deep‑sell and up‑sell opportunities
  • Monitor segment performance against financial, penetration and NPS KPIs, initiate portfolio actions in collaboration with analytics teams, and ensure sustained improvement in customer engagement and satisfaction
  • Lead and own the Business Banking lending product factory by designing, pricing and managing the performance, competitiveness and lifecycle of the lending product suite
  • Oversee loan book growth, revenues, margins and risk‑adjusted returns, ensuring alignment with the bank’s risk appetite and regulatory requirements
  • Conduct regular reviews of pricing, fees, charges and product structures to maintain market relevance and profitability, and ensure lending products effectively support scalable frontline execution and customer needs
  • Establish and manage dedicated specialist focus areas covering credit products and cards, and wealth and other non‑lending solutions including Retail, Private Banking and insurance offerings
  • Provide expert advisory and sales enablement support to frontline teams to identify, structure and convert qualified opportunities, driving cross‑sell penetration, wallet share and relationship profitability
  • Coordinate closely with internal product teams producing non‑lending products to ensure Business Banking is fully supported across all offerings not produced in‑house
  • Contribute to the planning, development and execution of the annual marketing and campaign calendar for Business Banking Products and Segments in partnership with Marketing, ensuring optimisation of marketing spend to deliver business objectives
  • Lead customer‑facing campaigns to drive awareness, acquisition and portfolio growth across segments
  • Identify and establish strategic partnerships that enhance customer value propositions, introduce differentiated services, strengthen competitive advantage and support market share expansion
  • Manage self and team in line with ADCB’s people management policies, procedures, processes and practices to ensure adherence and to maximise own and employee contribution to business performance
  • Manage the effective achievement of the team’s objectives through setting individual objectives, managing performance, developing the team and providing formal and informal feedback to maximise overall performance, engagement and motivation
  • Contribute to the preparation of the business area’s budget and manage and monitor the financial performance against the budget so that areas of unsatisfactory performance are identified, rectified promptly and potential performance improvement opportunities are capitalised upon
  • Develop and oversee the creation and implementation of the required policies, procedures and controls covering all areas of the business area’s activity so that all relevant procedural/legislative requirements and standards are fulfilled while ensuring that ADCB delivers best-in-class services, products and innovation whilst safeguarding the Bank
  • Identify opportunities to contribute to organisational and departmental change initiatives, programmes and projects taking into account best practice and standards in the business environment
  • Demonstrate Our Promise and apply the ADCB Service Standards to deliver the Bank’s required levels of service in all internal and external customer interactions

The ideal candidate should have the following experience

• • At least 9 years of progressive Banking and Financial Institutions experience with senior leadership exposure in Business Banking products, Segments or P&L Management
  • Bachelor’s Degree in Finance, Business, Economics or related discipline
  • Chartered Financial Analyst (CFA) Qualification
  • Business Banking Product Strategy
  • Segment Value Proposition Design
  • Lending Products and Credit Economics
  • Product P&L and Risk‑Adjusted Return Management
  • Incentive Scheme Design and Governance
  • Customer Analytics and Insights
  • Sales Enablement and Distribution Support
  • Wealth and Insurance Cross‑Sell
  • Senior Stakeholder Management and Leadership