Business Analyst - Sales Coverage & Operating Model

Overview

We are looking for a skilled Business Analyst specializing in Sales Coverage and Operating Model design to join our team in Doha, Qatar. This role involves evaluating and enhancing the bank's enterprise-wide sales coverage framework by examining current client management structures and collaborating across various departments to boost operational efficiency and client engagement strategies.

Key Responsibilities

• Evaluate existing sales coverage frameworks, client ownership, and relationship management methods.
• Analyze client portfolios, allocation of coverage, and revenue streams by business units.
• Detect process inefficiencies and propose operational enhancements.
• Carry out current-state assessments and contribute to future-state operating model development.
• Assess impacts of proposed changes in business and processes.
• Collect, analyze, and document requirements from diverse stakeholders including Coverage, Relationship Management, Product, and subsidiary teams.
• Translate business needs into detailed epics, user stories, acceptance standards, and functional documentation using Agile project tools like JIRA.
• Support the creation of governance structures, operating models, and client engagement guidelines.
• Prepare process maps, documentation, workflows, and functional specifications.
• Ensure ongoing validation of business requirements in alignment with project goals.
• Serve as the primary communication conduit among Coverage, Relationship Management, Product, Technology, Operations, and subsidiaries.
• Lead workshops and stakeholder meetings for requirement gathering and validation.
• Coordinate efforts across departments for smooth implementation of operating changes.
• Assist business users during solution design, testing phases, and rollout.
• Develop performance dashboards and reports to measure effectiveness of coverage and financial outcomes.
• Analyze wallet share, client penetration metrics, cross-selling potential, and revenue contribution.
• Help define KPIs, track performance, and manage reporting frameworks.
• Conduct data mapping to support business and tech projects, with a strong understanding of wholesale banking data flows and architecture.
• Support the deployment of new sales models, governance frameworks, and operational guidelines.
• Help manage organizational change, communication plans, and user training initiatives.
• Monitor project progress and benefit realization post-implementation.
• Participate in testing, user acceptance, and review activities following implementation.

Qualifications and Experience

• Graduate degree in Finance, Banking, Business Administration, Economics, Information Systems, Management or related field.
• An MBA or certifications such as CBAP, PMI-PBA, or Agile-oriented qualifications are advantageous.
• Minimum 7 to 10 years of progressive experience in Banking, Business Analysis, Strategy, Operating Model Design, or Business Transformation.
• Solid experience with enterprise operating models, sales optimization, or organizational transformations.
• Exposure to Corporate, Institutional, or Wholesale Banking sectors is essential.
• Familiarity with Agile methodologies and tools for requirement management.
• Proven ability in stakeholder engagement across multiple business functions.

Core Skills

• Expertise in Corporate, Institutional, Wholesale Banking, Relationship and Client Coverage management.
• Hands-on knowledge of Sales Coverage Models, Client Segmentation, and cross-selling strategies.
• Competency with business analysis techniques including As-Is/To-Be process mapping, gap analysis, functional specifications development, and target operating model design.
• Analytical skills in business analytics, KPI setting, performance dashboard creation, and revenue portfolio analysis.
• Proficiency in Agile tools such as JIRA, and familiarity with Microsoft Visio, Office suite, and Figma.
• Strong stakeholder management, workshop facilitation, change management, process improvement, and collaboration skills.