Cash Management Sales Manager

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Job Summary

• The primary objective of this role is to maximise the Bank’s earnings through the sale of Cash Management solutions to existing and new to bank corporate clients.
• To be accomplished by winning new client mandates, expanding existing relationships, and protecting current business flows.
• To ensure new Cash Management income streams are sustainable, this role must support the establishment of strong, long-term client relationships in conjunction with the RM/RD organization.

Job Description

Sales Performance

Time split: 60%

• Achieve sales performance targets as specified and agreed to within annual objectives.
• Segment each client/prospect based on anticipated need and forecasted growth potential. (Priority Client Zoning)
• Agree on annual client sales objectives and action plans with RM/RD organization for all ‘Priority Clients and review progress quarterly.
• Plan specific call objectives required to ‘advance’ the sales process with each client.
• Complete call reports to summarize discussions, opportunities and agreed actions related to all client sales calls.
• Maintain accurate ‘Cash Maps’ for all ‘Priority Clients’ as new information is identified during the sales process.
• Uncover client dissatisfaction with current situation in areas where Absa can provide alternative solutions.
• Update sales pipeline system on a weekly basis as new business opportunities are identified and existing deals are moved forward.
• Determine unique decision criteria, roles, and priorities of each client ‘buyer’ involved in the sales process.
• Influence relative importance of client decision criteria to maximize fit of Absa proposed solutions.
• Structure compelling solution proposals to demonstrate a thorough understanding of each client’s requirements and objectives.

Teamwork Output

Time split: 20%

• Monitor progress of all implementations and provide appropriate support to ensure all client expectations are met or exceeded.
• Develop links with other related companies and product areas to maximize cross-selling opportunities.
• Attend selected seminars and conferences to promote cash solutions to targeted customers and prospects
• Coach and up skill team members regarding cash products as opportunities present themselves

Risk & Control

Time Split: 10%

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards

Self

Time Split: 10%

• Agree performance development objectives with the team leader.
• Pursue self-development to increase personal effectiveness, acknowledging strengths and areas for development.

Technical skills / Competencies

• Demonstrated cash management industry expertise or excellent cash management knowledge.
• Detailed local market knowledge
• University Degree within business field, MBA an added advantage
• Good knowledge of excel

Knowledge & Expertise

Critical competencies:

• Strong interpersonal, negotiation and selling skills.
• Ability to work across in a virtual environment and across a demographic split.
• Self-starter and performance driven
• Good presentation skills, Oral and written

Development competencies:

• Communications and influence.
• Excellent People Skills
• Relationship/ partnership approach
• Planning & organisation

Educational Background & Work Experience

• Basic requirements - A degree holder with appreciation for numerical and statistical analysis
• Preferably a master’s degree holder in Finance or a related field e.g. Economics, Business, Commerce, etc.
• A minimum of 3 years work experience in a similar role would be an added advantage

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)