Manager: eSales & Employee Banking

Description

• The primary purpose of the role is to provide input to the strategic direction of the Sales and Bancassurance Department; assist with the formulation of the Bank’s growth strategy across all segments of the bank; implement & continuously enhance the Workplace Banking offering; establish an eSales client onboarding section for cross-sells and full onboarding within the Sales division, introduce Local Market sales initiatives through an integrated sales approach across all regions that would grow and maximise non-interest income per segment as a significant contributor to the Bank’s growth and profitability
• This role will be responsible for the enhancement and execution of the Bank’s Ecosystem growth philosophy through an Integrated Sales approach across Corporate & Institutional Banking and Business Banking clients; and deliver region-based LMI acquisition strategies that would unlock opportunities and drive customer retention, customer portfolio expansion and new-to-bank customer growth
• This sales role integrates efforts across all Segments & Channels for all bank products & services to drive non-interest revenue growth through and enhanced customer experience
• Working closely with Business, Finance, Product, Operations, Risk, Compliance etc. teams, this role ensures alignment with the bank’s strategies, objectives and regulatory standards, streamlining the onboarding process to improve client experience
• Provide business insights through experiential marketing and workplace banking growth initiatives, incorporating market intelligence and critically analysing, interpreting, and presenting financial- and non-financial data to identify and realise opportunities to grow market share and optimise profitability

Duties

• Growth and Customer Focus:
• Provide key inputs to the Department’s Growth Strategy across all segments, by considering region-based customer insights, industry trends, global best practice, competitor positioning etc
• Establish and set relevant Growth KPIs for all Workplace Banking, Local Market Initiative (LMI), eSales growth initiatives
• Execute the Ecosystem Growth strategy action plans and support business to embed a sales culture through an integrated sales approach to achieve KPIs
• Roll out a Workplace Banking offering tailored as an employee value proposition & retention strategy for Private and Public Sectors
• Implement and maintain sales productivity benchmarks and effective sales and growth metrics reporting mechanisms to track & manage growth initiatives
• Deliver an outbound e-Sales revenue growth stream that cross-sells, up-sells, migrates and embeds an onboarding strategy for personal clients; and through that introduce an enhanced Ecosystem customer onboarding experience & client retention strategy
• Provide insights and support the development of appropriate Customer Value Propositions and Products for the different segments
• Manage and streamline the customer onboarding process, reducing friction and enhancing the client experience
• Ensure a smooth transition from onboarding to relationship management, reinforcing customer satisfaction and retention
• Implement feedback mechanisms to continuously improve the onboarding experience and address client needs effectively
• Exectute an onboarding journey strategy for all Group Schemes acquired through Workplace Banking
• Establish a Group Scheme service model for the Sales and Bancassurance department
• Collaborations:
• Collaborate and support the Regional & Branch managers to drive non-interest revenue growth through use of an Experiential Marketing Sales strategy to promote the bank’s financial solutions
• Collaborate with Business to craft and embed an e-Money acquisition and growth strategy to promote e-money product awareness for Business and Personal clients and drive transactability growth through Integrated sales and Bank days
• Collaborate with Capricorn Group affiliated Stakeholders and other Key External Stakeholders to drive commission growth through marketing and cross-selling of bancassurance products and fiduciary services offering
• Collaborate with Specialist Finance branches to drive Advances growth through Group Schemes and the Networking acquisition strategy
• Collaborate with CIB to drive client growth through corporate clients and inturn realise and increase the corporate client’s non-interest revenue growth through the “Deliver-the-Firm” growth strategy
• Collaborate with Segment owners to drive delivery of business case targets as part of the commercialisation of products and services, through Integrated Sales and Employee Banking Solution acquisition strategies
• Collaborate with Business to develop tailor-made acquisition strategies for Corporates, Commercial, SME, Personal and High Networth clients
• Responsible, in conjunction with the Human Capital Department, for creation and adoption of the Bank’s Sales Incentive, Leads and Referrals model
• Collaborate with Product, Marketing, Risk, and Compliance to align sales, tele-sales, migration and onboarding efforts with regulatory requirements
• Coordinate with other business units to create integrated solutions that meet corporate client needs, supporting onboarding and cross-selling
• Work closely with product development to tailor offerings and onboard processes based on market and client demands
• Business insights, Analytics and Marketing:
• Provide feedback that is acquired from Workplace bankind and LMI activities for product enhancement and value addition
• Keep yourself updated with current market trends, to stay informed of industry trends, competitor activities, and regulatory updates
• Identify Employer Companies to whom we can expand the bank’s reach and capture additional revenue
• Market the Bank’s sustainability offerings
• Responsible for driving data driven growth initiatives
• Identify cross-sell, up-sell, migration and client retention strategies using the main source of sales data, analytics and insight generated
• Identify relevant financial and non-financial data sources to provide business insights to achieve the Strategic growth objectives
• Responsible for the analysis of financial and non-financial data, specifically focusing on product, channel and customer data, on an ongoing basis to identify opportunities to achieve growth targets and optimise profitability
• Provide insights into and develop action plans for the sales organisation resulting from analytics performed
• Financial Management and Reporting:
• Responsible for monthly and ad-hoc reporting of Ecosystem-led growth initiatives and Sales Division reporting:
•     Financial performance – Integrated Sales Initiatives, Knowledge Based Income, Market Share, Segment growth, Cross-sell ration
•     Actual performance against targeted sales metrics
• Monitor and manage sales/growth performance
• Collaborate with Finance and Business during the budgeting process with regards to Customer, Balance Sheet, Net interest income and Non-interest revenue growth, including sales target and metrics setting to achieve the budget
• Monitor financial performance, take corrective action as necessary to stay on budget
• Develop and track performance metrics for sales, tele-sales, and onboarding, identifying areas for improvement
• People Management & Client Relationship:
• Provide leadership to the entire team, defining objectives to be achieved by the function and ensuring effective execution of the duties of the function
• Effectively delegate authority and responsibility in line with business objectives to ensure empowerment, motivation and effectiveness of immediate subordinates
• Manage performance of subordinates ensuring agreement of annual goals, measuring performance against agreed goals and dealing with non-performance accordingly and in line with the organisation’s policies
• Manage the recruitment, development, training and selection of subordinates to ensure adequate succession planning as well as compliance with labour legislation, policies, procedures, rules and regulations
• Ensure that the working environment contributes to improving staff morale and increasing productivity
• Build and maintain strong relationships with key clients, focusing on high levels of satisfaction and loyalty
• Act as a senior contact for high-value clients, resolving issues and identifying business expansion opportunities
• Use client feedback to refine strategies, improve service delivery, and drive satisfaction
• Strategic Leadership and Digital & Innovation Focus:
• Form part of the Department’s ManCo Team that provides guidance, support coaching, mentorship, training and/or leadership to Key Stakeholders and adopts an acting role for the Executive Sales & Bancassurance and/or other divisions within the Sales & Bancassurance department when required
• Develop and implement a comprehensive sales strategy to achieve the bank’s revenue targets, integrating tele-sales and onboarding processes
• Oversee planning across multiple products, including loans, deposits, payments, and digital banking, ensuring alignment across sales channels
• Set and communicate measurable Ecosystem-Led goals for the sales teams, ensuring alignment with bank objectives
• Drive digital adoption within sales, tele-sales, and onboarding to improve efficiency and the client experience
• Innovate within sales processes, leveraging data-driven decision-making and automation to enhance customer service and team productivity
• Other Duties:
• Any other duties allocated to him/her that is Legal and Authorised as per the Bank’s policies and procedures

Requisites

• Qualification:
• Bachelor’s degree in marketing or related field
• A commerce qualification will be an added advantage
• Experience:
• Five (5) years middle management position in business
• Five (5) years in a sales leadership role with an experience in distribution growth will be an added advantage
• Demonstrate a proven track record in achieving sales targets, customer satisfaction targets and delivering growth through strategic alliances and region-based sales strategies
• Financial Management and data analytics to unlock growth opportunities
• Additional Information:
• Psychometric assessment (must be on par or above the norm group for verbal and numerical assessment batteries)
• Clear criminal and credit record
• Driver’s Licence: Code 08
• Ability to work Flexible hours and travel across all regions
• Competency Profile:
• Executing and implementing strategies to deliver results
• Presentations Skills
• Knowledge of compliance and risk management principles; ability to adapt to a fast-paced and changing environment
• Analysing and Interpreting Data
• Strong Financial Skills
• Reporting, Collaboration and Communicating Information
• Formulating Operating Models and Concepts
• Excellent Management, Sales, Communication, and Relationship management abilities
• Entepreneural & Strategic thinker with experience in data-driven decision-making, digital solutions, and client service

Notes

• Only shortlisted applicants will be contacted