SME Sales Enablement Manager – SME Cards

Job Title: SME Sales Enablement Manager – SME Cards

Term: 6/ 12 months

Location: Riyadh, KSA

PURPOSE OF THE PROJECT

The SME Sales Enablement Manager will be responsible for driving SME card acquisition growth in the KSA market by setting and managing acquisition targets across channels, designing sales incentives and contests, improving end-to-end sales funnel effectiveness, and enabling front-line sales, RM, credit, and sales operations teams through structured training, governance, and MIS reporting.

This role will function as the central orchestrator between branch banking, third-party acquisition partners, and digital channels to ensure sustained growth, efficient conversion, and removal of operational bottlenecks across the SME card acquisition lifecycle.

Core Responsibilities and Accountabilities:

1. Acquisition Strategy & Target Setting

• Define and cascade SME card acquisition targets across branch, relationship management (RM), digital, and third-party channels in line with overall business objectives.
• Translate portfolio-level goals into actionable, channel-wise, and resource-level targets.
• Track performance versus targets and continuously refine acquisition plans based on funnel analytics.

2. Sales Incentive & Contest Design

• Design, implement, and manage sales incentive structures for SME sales teams, RMs, and acquisition partners to drive sustained performance.
• Conceptualize and execute sales contests and short-term campaigns to accelerate acquisition momentum, improve activation, and clear backlog.
• Work closely with HR, finance, and channel owners to ensure incentive plans are commercially viable and operationally executable.

3. Channel Coordination & Stakeholder Management

• Function as a single point of contact for SME card acquisition performance across branches, third-party agencies, and digital channels.
• Liaise with channel heads to align on targets, capacity, productivity metrics, and tactical interventions.
• Identify channel-specific issues and work with relevant stakeholders to unlock growth opportunities.

4. Sales Funnel & Process Management

• Own the end-to-end SME card sales funnel from lead generation to approval, card issuance, and activation.
• Identify and address bottlenecks across sales, credit, onboarding, and fulfilment processes that delay conversions.
• Partner with credit, operations, and product teams to streamline workflows, reduce TAT, and clear acquisition backlog.

5. Training & Capability Building

• Design and deliver structured training programs for RMs, SME sales teams, credit teams, and sales operations on:
• SME card proposition and value articulation
• Sales process and documentation requirements
• Credit policies and common approval challenges
• Develop standard sales playbooks, FAQs, and enablement materials to improve frontline effectiveness.

6. MIS, Reporting & Performance Governance

• Develop and maintain robust MIS and dashboards covering pipeline health, conversion metrics, TAT, approvals, and backlog.
• Provide regular performance updates and insights to senior management and channel heads.
• Use data-driven insights to recommend corrective actions, campaign tweaks, and process improvements.

Knowledge and Experience:

• 7–10+ years of experience in SME banking, cards, or B2B sales enablement, preferably within the KSA market.
• Strong understanding of SME card products, acquisition models, credit processes, and sales operations.
• Proven experience in sales target setting, incentive design, and performance management.
• Hands-on exposure to multi-channel sales models (branch, digital, third-party/DSA).
• Strong stakeholder management skills with the ability to influence channel heads and cross-functional teams.
• Deep analytical mindset with experience in MIS, dashboards, and funnel analytics.
• Experience in training delivery and frontline capability building.
• Strong communication skills in English; Arabic proficiency is a strong advantage.

Key Success Metrics:

• Achievement of SME card acquisition and activation targets
• Improvement in funnel conversion rates and TAT
• Reduction in approval and onboarding backlog
• Sales productivity uplift across channels
• Effectiveness of incentive programs and sales contests

Mandatory Skills:

• Bachelor's degree in Finance, Business, Technology, or a related field (Master's preferred).
• Previous experience within Banking, Digital Payment & Card solutions, or the FinTech industry.
• Regional experience across the GCC, including working in a faced-paced matrix organisation.
• Excellent communication skills (written, verbal, and presentation) in English; fluency in Arabic preferred.

Preferred Skills:

• The ability to analyse data, troubleshoot payment issues, optimize processes, and make data-driven decisions.
• Good understanding of payment systems, digital platforms, system workflows, security basics, and industry technologies.
• An understanding of regional regulations across financial services or payment networks.