Circular # RBG / GEN /2015/192 Oct 01, 2015, To: All RBG Branches / All ROMs / All RHs / All GMs / All BHs — RBG / All AHOs Ce: Liability Product Team Portfolio Creation & Account Tagging Principles / Guidelines for GBO Sales As we all know that subsequent to approval of GBO Sales position at branches and roll out of Sales Management Program, specific customer portfolios are to be allotted to each of this position at the branch Accordingly this circular outlines the principles and guidelines for portfolio creation and tagging of accounts, 0.4 GBO - Sales placed in any branch, ‘The objective is to bring uniformity and transparency in the overall portfolio creation and tagging process so that Branch Managers can assign accounts to sales staff at branches. For a start, codes have been allotted to existing GBO Sales who are already working in branches (details annexed with this circular). Similar activity shall be conducted by branches for all new GBO Sales who will be placed in the branches in future, Below is the process to be followed by the Branch Managers for assigning portfolio to G80 Sales; ‘Branch Managers shall segregate a list of accounts from the existing branch portfolio which will be tagged against GBO Sales. * Portfolio to be assigned to GBO Sales will be selected on the following basis: (© 20% of total accounts of the branch with a mix of 50% active and 50% dormant (© Total volume of these allocated accounts should be * 15% if the branch portfolio is less than PKR SOOM with a cap of PKR SOM * 10% if the branch portfolio is greater than PKR SOOM with a cap of PKR 100M ‘+ Stipulation of placing a cap on total volume is applicable only for allocating the portfolio to GBOs for first time from existing branch portfolio. The GBO Sales can increase the overall portfolio through new account opening or deepening. The list of accounts proposed to be assigned to GBO Sales should be approved by respective RH. ‘The approved list should be shared with respective BFC of Business Area office Upon confirmation of Business Area BFC office, account tagging activity to be conducted by Branch Manager in the branch, Business Area BFC will rack account tagging activity on regular basis, Once a portfolio is tagged to GBO Sales, re-tagging of any particular account from that portfolio would require approval from respective RH based on strong rationale. The same should also be notified to Business Area BFC Office. ‘Any new account opened by GBO Sales through his personal efforts should be tagged against his / her code. Accounts opened for walk in customers or referred by other support staff of the branch should not be tagged to GBO Sales. However, accounts opened through referrals from customers of the assigned portfolio may be tagged to GBO sales, RBG Office - 5" Floor, MCB House, 15-Main Gulberg, Jail Road, Lahore Page tof?Following accounts cannot be tagged to GBOs from existing branch portfolio: Active Entity (except individual /jolnt ) Accounts High transaction volume accounts ‘Accounts having balance of more than PKR SOOK ‘Accounts availing wealth management products / facilites Term / Fixed Deposit Accounts However, NTB accounts opened by G8O Sales through his own efforts falling in any of the above categories will be tagged / included in the respective GBO Sales portfolio. 'NTB accounts marketed by GBO Sales and opened / parked in other branches from the place of posting of GBO can be tagged to him/her with approval of respective GMs, KYC of all NTBs marketed shall be performed by Branch Managers as per applicable process, Once accounts are tagged, the portfolio assigned to respective GBO Sales will be tracked through various reports to assess performance. These reports will be shared on daily basis by SIU. tn case a branch has two GBO Sales, the same process for tagging will be followed for both of them. In case of a transfer of GBO Sales fram one branch to another, the new GBO Sales wil inherit the Portfolio of the outgoing GUO Sales. Jn case a branch does not have a GBO Sales, the respective Branch Manager will continue to ‘manage the portfolio as BAU. Moreover, branches are advised to notify and take clearance from RBG office through their respective hierarchy for transfer of GBOs from one branch to another {if required), Branch Managers should also ensure that Job Description, Targets for 2015 and KPIs under applicable PMS Scorecard are shared and signed by each GBO Sales as soon he/she is placed at the branch inthis role Regions Heads are responsible for implementation of these guidelines in letter and spirit at all branches of the region where these resources shall be deployed. Regular monitoring of sales management process at branches shall play an extremely critical role in wacking the performance of ths initiative. AF bell, fol Zargham Khan Durrani Nadeem Afzal RBG Head-North RBG Head-South RBG Office - 5" Floor, MCB House, 15-Main Gulberg, Jail Road, Lahore ae