Head of Commercial Strategy and Business Development

About the Role

The role leads the strategic direction of the Commercial Segment by aligning with bank-wide corporate priorities and driving revenue, profitability, and market share growth. It develops innovative business models with strategic partners, oversees sales strategy and performance management, leads data analytics for decision-making, and focuses on customer journey design and employee capability development to support long-term business transformation.

Responsibilities

• Align Commercial Segment strategy with Bank-wide corporate strategy and priorities; formulate and implement business plans to achieve revenue, profitability, and market share targets.
• Define value propositions, product/service mixes, and revenue models for Corporate & SME segments and monitor market landscape, competitor moves, and regulatory impacts to adjust strategy.
• Initiate and lead development of new business models: ideation, partner engagement, feasibility assessments, business cases, and drive execution through cross-functional teams to unlock new revenue streams.
• Oversee sales strategy, sales models, KPIs and incentive structures; drive customer acquisition and portfolio deepening; support execution of sales campaigns, pipeline management and effective use of CRM and sales tools.
• Set and monitor Commercial Segment KPIs; track financial and non-financial performance (customer satisfaction, risk management, employee engagement) and report to senior management with recommendations and corrective actions.
• Lead customer and market data analytics; oversee dashboards, reports, segmentation, revenue tracking and ad-hoc analysis to support commercial decision-making and identify risks and opportunities.
• Design and improve customer journeys and relationship models; integrate customer insights and feedback into strategy, marketing and product development.
• Develop and implement communication strategies, employee experience initiatives, functional training and change management to support organizational readiness and transformation.
• Leadership: lead four teams (Strategic Management, Sales Management, Business Intelligence & Analytics, Communication & People Development); provide direction, coaching and development for team heads; foster cross-functional collaboration and represent the Commercial Segment in senior leadership forums.

Qualifications

• Master’s degree in Business Administration, Finance, Economics or related field.
• Minimum 10 years’ experience in strategic planning, business development or commercial banking, including experience in management consulting or strategic advisory.
• Strong strategic thinking, analytical and problem-solving skills; deep understanding of financial products, customer segments (Corporate & SME) and market dynamics.
• Proven ability to design and launch innovative business models and drive cross-functional execution.
• Proficiency in data analytics, performance management and CRM tools.
• Excellent communication, stakeholder engagement and change leadership capabilities.
• Customer-centric, collaborative and forward-thinking with a focus on innovation and sustainable growth.

Skills

• Business development, strategic planning and commercial model design.
• Data analytics, dashboards and performance management.
• CRM systems and sales tool optimisation.
• Stakeholder engagement, communication and change leadership.