Sales Business Analyst

Overview

This role is responsible for supporting the development, implementation, and enhancement of the bank's enterprise-wide sales coverage strategy. The position requires analyzing current coverage structures, documenting business requirements, designing target operating models, and facilitating collaboration across Coverage, Relationship Management, Product, and subsidiary divisions. The Business Analyst will contribute to initiatives that enhance client coverage efficiency, promote cross-selling opportunities, and reinforce a cohesive client management approach within the bank.

Business Domain and Exposure

• Coverage and relationship management in corporate and institutional banking
• Knowledge of GTB, GSF, GM, GAM, and FAM product lines
• Sales governance, operating models, client segmentation, and coverage frameworks
• Revenue improvement and cross-selling strategies
• Organizational change and business process design
• Integration with subsidiary functions

Primary Responsibilities

• Evaluate existing coverage frameworks, client ownership, and sales procedures to identify inefficiencies and improvement areas
• Analyze client portfolios, allocation of coverage, and revenue streams
• Collect and document business requirements from various stakeholders including Coverage, Relationship Managers, Product, and subsidiaries
• Create detailed epics, user stories, and acceptance criteria using JIRA or equivalent tools
• Assist the design of future coverage models, governance mechanisms, and team interaction frameworks
• Generate process flow diagrams, document operating models, and outline functional specifications
• Serve as intermediary among business lines, coverage teams, and support units
• Organize workshops and align stakeholder perspectives throughout project phases
• Validate business requirements consistently during the project lifecycle
• Develop analytics and performance dashboards focusing on coverage effectiveness, client engagement, and cross-sell success
• Support KPI formulation and monitor performance metrics
• Lead efforts in data mapping and gain familiarity with wholesale banking data architecture
• Assist with rollout of new coverage models, governance structures, and conduct change management including training and communication tasks
• Track the implementation progress and benefits realized from new initiatives

Experience and Profile

• 7 to 10 years' experience in banking, sales coverage, business analysis, strategy, or transformation roles
• Proven track record in supporting operating model designs, sales effectiveness projects, or organizational transformations
• Preferably experienced within corporate banking, institutional banking, or transaction banking sectors
• Solid understanding of banking coverage models and client management frameworks
• Knowledgeable about GTB, GSF, GM, GAM, and FAM product and business models
• Capabilities in business analysis, process mapping, and operating model development
• Strong analytical skills coupled with extensive stakeholder engagement ability
• Experienced in transformation programs, governance processes, and performance management
• Advanced communication and presentation skills, able to engage with multiple stakeholder groups effectively

Tools Used

• JIRA
• Microsoft Office Suite
• Microsoft Visio
• Figma