Head: Transactional Sales

2 weeks ago

Johannesburg, Gauteng, South Africa Absa Bank Limited Full time
Bring your possibility to life Define your career with us

  • With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.
Job Summary


The purpose of this role is to be responsible for the overall sales objectives for Transactional Banking and to ensure that revenue, customer growth and customer satisfaction targets are met.


Job Description:


The purpose of this role is to be responsible for the overall sales objectives for Transactional Banking and to ensure that revenue, customer growth and customer satisfaction targets are met.

This includes stakeholder management (physical channels, virtual channels, digital, regional coverage and business originators etc.).

Partner with all channels in the implementation and operational effectiveness of governance, risk and compliance programs in the Sales front end.

This also includes integral participation in the design, development, and maintenance of customer strategies in line with relevant sales process and optimization thereof.

Accountable for developing and implementing the commercial strategy for Transactional Banking covering channel strategy, sales strategy, cross-sell, third party partners and marketing.

Key Accountabilities

Accountability:
Sales Strategy

  • Responsible for the overall Transactional Banking Sales and Execution Strategy through effective partnering with the relevant stakeholders both internal and external to incorporate the strategic objectives, key measurements including the monitoring of sales targets and plans.
  • Identify and define the Sales Process including the optimization of opportunities in the broader business (Coverage, Distribution Channels, Pricing and Performance Levels).
  • Understand the customer and partner needs to develop and drive the customer and partner propositions across the relevant segments and Regions.
  • Facilitate the conduct of competitor and market intelligence research to better understand the environment and structure of the Transactional Banking in South Africa.
  • Facilitate strategies for the supporting of Regional Sales on an ongoing basis to ensure alignment between the overall Transactional Banking sales strategies and the overall Absa product sales targets (i.e. play a key role in the growth of the Absabusiness including the provision of franchise support in the areas of multichannel development, customer experience strategy execution and delivery).
  • Manage the key interrelationships / dependencies between the overall sales planning, execution functions residing within the regions and enablement functions to ensure alignment between functional areas and overall Transactional Banking and to ensure that the overall business strategy, together with the key measurements are delivered and realized.
  • Driving communication for the formal Sales Agenda and key themes across the business at different
  • Management layers / audiences at the various Exco, Manco, and meetings at the various Forums to ensure alignment across the Transactional Banking community.

Accountability:
Driving Business Execution

  • Focus the strategy to deliver maximum impact through all channels (Internal, External, and Digital).
  • Own and bring this strategy to life for stakeholders, clients and colleagues to provide clear direction on the proposition objectives.
  • Translate and prioritize the objectives into business performance measures at regional level
  • Accountable for overall achievement of Transactional Banking Sales Objectives
  • Customer numbers, b/sheet, revenue, costs, impairment, PBT
  • Employee satisfaction
  • Customer experience
  • Sales process, growth and income contribution
  • Cost performance
  • Operational Risk and Control Environment
  • Collaborate cross functionally to provide high standards of service delivery.
  • Drive Crosssell and upsell across products to create franchise value for Absa.
  • Develop analytics drilldown capability by product and performance for all Channels.
  • Work with all Channels to embed sales and crosssell culture within the Sales functions.
  • Work with all Channels to implement sales management processes (including Planning, Tracking, Coaching, Tools, Performance Management, Rewards and Recognition)
  • Develop and implement a customer acquisition strategy.
  • Embed an operational & service environment enhancing customer loyalty.
  • Closely track channel and Business Originator performances and share best practices across teams.
  • Run optimization models for the sales function to determine growth drivers, capacity requirements etc.
  • Develop, deliver and closely track the sales scorecard and profitability model.
  • Support the development and implementation of a strong and structured variable compensation programme for all sales staff in collaboration with the relevant channels, HR, Co

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