Business Development Specialist – Sales Coverage Lead

About the role

We are looking for an experienced Business Lead to design, implement and transform an enterprise‑wide sales coverage framework for a major bank and its subsidiaries. The role will create a unified client coverage model that aligns Relationship Management, Coverage and Product teams to maximise client penetration, cross‑selling and profitability.

Key responsibilities

• Lead the design and rollout of a bank‑wide Sales Coverage Model, establishing governance, client ownership and a “One Bank” approach.
• Develop client segmentation strategies based on profitability and growth potential, driving wallet‑share expansion.
• Define and implement coverage ownership, parent limit frameworks, delegation of authority, shadow‑revenue methodology and P&L attribution.
• Collaborate with Relationship Management, Product, Treasury, Finance, Risk and business heads across Global Transaction Banking, Structured Finance, Markets, Asset Management and corporate banking subsidiaries.
• Set KPIs, performance metrics and reporting mechanisms to monitor coverage effectiveness and profitability.
• Engage senior executives, facilitate workshops, and present strategic recommendations to drive consensus and adoption.
• Lead change‑management initiatives to embed the new operating model across the organisation.

Required profile

• Extensive experience in corporate/institutional banking, treasury and transaction banking.
• Proven track record in sales management, client coverage design and enterprise operating‑model transformation.
• Strong analytical skills with ability to develop segmentation, KPI frameworks and profitability analyses.
• Excellent stakeholder‑management and communication skills for senior‑level engagement.

Required skills