Head of Direct Sales Channel

MBSB Bank Berhad; Selangor; On-site; MYR 250,000 - 300,000; Full time

Job summary

A prominent bank in Malaysia is seeking a Direct Sales Team Head to lead the mobile sales force focused on Islamic Property Financing and Personal Financing products. The ideal candidate will have over 10 years of leadership experience in retail banking, strong sales strategy capabilities, and a proven record in business development. This role emphasizes compliance, customer experience, and team performance, ensuring the bank meets its sales targets while adhering to regulatory standards.

Qualifications

• Total of 10-12 years in leadership roles, primarily in retail/consumer banking.
• In-depth knowledge of retail/consumer banking solutions.
• Proven track record in sales and business development.

Responsibilities

• Develop and execute sales strategies to achieve monthly and annual sales targets.
• Lead, coach, and supervise a team to maximize sales performance.
• Ensure adherence to regulatory requirements and internal policies.

Skills

Leadership

Relationship-building

Sales Strategy Development

Communication

Education

Bachelor’s degree in Finance, Banking, Business, or a related field

Job description

The Direct Sales Team Head is responsible for leading, managing, and driving the performance of the bank’s mobile sales force focused on Islamic Property Financing and Islamic Personal Financing products. This role ensures the team delivers strong sales results, adheres to Shariah requirements, complies with regulatory guidelines, and provides excellent customer experience while expanding the bank’s market share in targeted segments.

Key Responsibilities

Sales Leadership and Business Growth

• Develop and execute sales strategies to achieve monthly and annual sales targets for Property Financing and Personal Financing products/solutions.
• Achieve sales, revenue and growth targets for financing products.
• Identify new business opportunities and market trends to expand the bank’s financing portfolio.
• Collaborate with internal stakeholders (e.g., product, marketing, and digital teams) to enhance product offerings and sales strategies.
• To work with the Head of Sales and product owners to develop a business plan for the Bank
• Drive acquisition growth through roadshows, onsite engagements, and strategic partnerships.
• Monitor market trends, competitor activities, and customer needs to identify new business opportunities.

Team Management

• Lead, coach, motivate, and supervise a team of Regional Business Managers, Sales Managers and Financial Advisors to maximise sales performance and enhance customer experience.
• Conduct regular performance reviews, sales coaching, and skill development sessions.
• Build a high-performance sales culture with strong accountability and professionalism.

Operational Excellence

• Ensure proper onboarding, training, and certification of sales staff in accordance with internal policies and industry/regulatory requirements.
• Oversee daily sales operations, including pipeline management, lead tracking, reporting, and documentation completeness.
• Collaborate with internal stakeholders (Credit, Operations, Shariah, Compliance) to ensure smooth processing and timely approvals.

Customer Experience & Relationship Building

• Foster customer-centric sales practices to deliver outstanding service and strengthen customer loyalty.
• Develop partnerships with property developers, employers, agencies, and other external parties to support lead generation.
• Manage escalations and assist in resolving customer issues promptly.

Team Development & Performance Management

• Recruit, train, and develop a high-performing financing sales team.
• Set clear sales targets and key performance indicators (KPIs) for team members.
• Provide ongoing coaching, motivation, and performance feedback to ensure continuous improvement.

Compliance & Risk Management

• Ensure adherence to regulatory requirements, internal policies, and ethical sales practices.
• Mitigate risks by ensuring proper due diligence, customer suitability assessments, and compliance with wealth product guidelines.
• Work closely with risk and compliance teams to address any regulatory concerns.

Training & Development

• Work closely with Regional Business Managers and Sales Managers to identify interventions and execute the activities involved in order to achieve high sales and service standards and customer experiences from all teams.
• Plan the training programs required for each team based on the requirements identified from the Training Needs Analysis (TNA) to ensure professional development of talent among team members.
• Defines goals and key performance indicators for each member of the team and ensures effective implementation of the MBSB performance management process.
• Develop talent within the team by providing guidance and coaching to achieve defined goals.

Requirements

• Education: Bachelor’s degree in Finance, Banking, Business, or a related field.
• Experience: With a total of 10-12 years in leadership roles, primarily in retail/consumer banking.
• Strong leadership and people management skills.
• In-depth knowledge of retail/consumer banking solutions.
• Proven track record in sales and business development.
• Excellent communication, negotiation, and relationship-building skills.
• Strong understanding of regulatory and compliance requirements in wealth management.