Head of SME Banking-Product & Strategy

We are seeking a visionary and results-oriented leader to join our team as the Head of SME Banking – Product & Strategy. In this pivotal role, you will be responsible for defining and executing the strategic direction of our Small and Medium-sized Enterprise (SME) banking division. You will drive the development of innovative products, manage and expand our market share in the dynamic Pakistan SME landscape. The ideal candidate will possess a deep understanding of the SME sector, a proven track record in product management and strategic planning, and exceptional leadership skills.

The role directly reports to the Head of Corporate Business

Duties and Responsibilities:

The following responsibilities shall fall directly under this role:

1. Develop and implement a comprehensive strategy for the SME Banking division that aligns with the bank's overall objectives and ensures sustainable, profitable growth.
2. Conduct in-depth market analysis to identify emerging trends, competitive threats, and new opportunities within the SME segment.
3. Define and articulate a compelling value proposition for our SME customers, differentiating our offerings in the market.
4. Drive the annual budgeting and forecasting process for the SME division, ensuring alignment with strategic goals and financial targets.
5. Oversee the entire product lifecycle from ideation to launch and post-launch performance management for all SME products, including loans, deposits, cash management, and trade finance solutions.
6. Lead the development of a digital-first product roadmap, leveraging technology and data analytics to enhance the customer experience and improve operational efficiency.
7. Collaborate with internal stakeholders, including Technology, Operations, Credit, and Marketing, to ensure seamless product delivery and integration.
8. Continuously review and enhance the product suite to meet the evolving needs of SME customers and maintain a competitive edge.
9. Take full ownership of the SME division's P&L, with a focus on driving revenue growth, managing costs, and maximizing profitability.
10. Establish and monitor key performance indicators (KPIs) for the SME team, tracking performance against targets and implementing corrective actions as needed.
11. Work closely with the sales and relationship management teams to drive customer acquisition, deepen existing relationships, and increase cross-sell ratios.
12. Ensure that all product offerings and business activities are in strict compliance with local regulations and the bank's internal policies.
13. Work closely with the Risk and Compliance departments to identify and mitigate potential risks associated with the SME portfolio.
14. Lead, mentor, and develop a high-performing team of product and strategy professionals.
15. Foster a culture of innovation, collaboration, and customer-centricity within the SME Banking division.
16. Provide regular coaching and feedback to team members, supporting their professional growth and career development.
17. Ensure that the team is equipped with the necessary skills and resources to achieve their objectives.

Role Relationship

Internal

• PMO
• IT Planning
• Branch and Branchless Operations
• Reporting and BI
• B2B Sales Team
• Finance
• Compliance
• Legal
• Sourcing
• Risk
• IS
• Marketing and Brands
• Cross Functional Products Teams

External

• Corporate Clients
• Solution partners and vendors

Knowledge and Experience

Education: Master degree in Business, Finance, Economics, or a related field

Experience: A minimum of 14 years of professional career with hands-on experience in strategy, product development, commercial management. At least 5 years in a senior leadership role within SME or Commercial Banking is desired.

Behavioral Skills & Competencies:

• Hands on experience and knowledge product/solutions development
• High-level technical understanding of DFS processes and solutions.
• Strong business acumen.
• Experience of working in product development of telco/fintech will be an advantage.
• Strong work ethics & the ability to meet deadlines under pressure
• Innovative and problem resolver.
• Strong communication & presentation skills.
• Strong Interpersonal and Stakeholder Management Skills
• Proficient in MS Office suite