Sales Coverage & Coverage Model – Business Lead

KPMG LLC; Doha; On-site; QAR 800,000 - 1,000,000; Full time

Job summary

KPMG LLC in Doha, Qatar, seeks a Business Lead to design and implement an enterprise-wide sales coverage model across the bank and subsidiaries. You will define roles, governance, and client segmentation to drive revenue growth and cross-sell opportunities while ensuring alignment between RM and Product teams.

The role requires 12 years in banking with experience across Corporate, Institutional, Transaction Banking, GM, GAM, FAM, and related coverage programs.

Qualifications

• 12 years of banking experience.
• Background in Corporate Banking, Institutional Banking Coverage, Transaction Banking, Markets or Sales Management.
• Proven experience leading sales coverage or operating model transformation initiatives.
• Experience across multiple product groups and stakeholder environments.

Responsibilities

• 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 client ownership and account management frameworks.
• Develop client segmentation and coverage strategies aligned to business priorities.
• Drive cross-sell and wallet share through coordinated client engagement.
• Develop governance structures and KPIs for coverage and sales management.
• Lead stakeholder alignment and change management activities.
• Create analytics dashboards to track coverage performance and revenue impact.
• Align subsidiary coverage models with the enterprise framework.

Skills

Stakeholder management

Change management

Analytical thinking

Strategic planning

Revenue growth focus

Client penetration

Executive engagement

Cross-functional collaboration

Job description

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 ldquo One Bank rdquo 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