Sales Coverage & Coverage Model – Business Lead Contract Duration: 5-Year Fixed-Term Contract Role Purpose Lead the design and implementation of a holistic sales coverage model across the bank and its subsidiaries, ensuring effective coordination between Relationship Management (RM), Coverage, and Product teams. The role is responsible for creating a unified client coverage framework that drives revenue growth, enhances client penetration, improves accountability, and maximizes cross-sell opportunities across all business lines. The incumbent will establish governance, coverage ownership, client segmentation, and collaboration models across GTB, GSF, GM, GAM, FAM, Corporate Banking, and subsidiary entities, creating a “One Bank” approach to client management and revenue generation. Business Domain & Exposure Corporate & Institutional Banking Client Coverage & Relationship Management Sales Effectiveness & 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 Models Cross-Sell & Wallet Share Management Operating Model & Governance Transformation Key Responsibilities Coverage Model Design & Transformation Design and implement an enterprise-wide sales coverage model across the bank and subsidiaries. Define roles, responsibilities, and engagement protocols between Coverage, RMs, and Product teams. Establish clear client ownership and account management frameworks. Develop client segmentation and coverage strategies aligned to business priorities. One-Bank Revenue Growth Drive collaboration across GTB, GSF, GM, GAM, FAM, and Coverage teams. Identify opportunities to increase wallet share and deepen client relationships. Establish mechanisms to improve cross-selling and revenue capture. Promote coordinated client engagement and joint account planning. Coverage Governance & Operating Model Develop governance structures supporting effective client coverage and sales management. Define coverage KPIs, performance metrics, and accountability frameworks. Establish client prioritization and escalation processes. Ensure consistency of coverage practices across business units and subsidiaries. Stakeholder Alignment & Change Management Engage senior stakeholders across business lines to drive adoption of the target operating model. Facilitate alignment between product, coverage, and relationship teams. Lead organizational change management and communication activities. Drive cultural adoption of the One-Bank coverage approach. Analytics & Performance Management Develop coverage dashboards and management reporting. Analyze client penetration, wallet share, and cross-sell effectiveness. Identify gaps and recommend actions to improve coverage efficiency and commercial outcomes. Track realization of revenue and productivity benefits. Subsidiary Integration Align subsidiary coverage models with the enterprise coverage framework. Enhance coordination between bank and subsidiary client teams. Identify opportunities for joint client coverage and integrated propositions. Experience & Profile Experience 12+ years of banking experience. Strong background in Corporate Banking, Institutional Banking, Coverage, Transaction Banking, Markets, or Sales Management. Proven experience designing or leading sales coverage, client management, or operating model transformation initiatives. Experience working across multiple product groups and stakeholder environments. Exposure to large-scale banking transformation programs preferred. Profile Strong understanding of Coverage, RM, and Product operating models. Deep knowledge of GTB, GSF, GM, GAM, and FAM business lines. Strong commercial mindset with focus on revenue growth and client penetration. Experience in organizational design, governance, and operating model transformation. Strong stakeholder management and influencing capabilities. Ability to engage senior executives and drive alignment across diverse business units. Strong analytical, strategic thinking, and change management skills. Based in Qatar