Regional Manager: Cash Sales Enablement

2 weeks ago

Cape Town, South Africa Absa Bank Limited Full time

Empowering Africa’s tomorrow, together one story at a time.
- 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

To take full responsibility of leading, directing and managing the Regional Physical Cash Solution Specialist team. Lead and Drive acquisition of new to bank and new to segment of Relationship Banking clients with a primary focus on acquiring new business as well as switching physical cash relationships from competitor banks. Purpose of the role is to build and maintain professional relationships, drive the product client centric portfolio management, and drive sales via sales campaigns, leads and cold calling, and achieve sales targets. Ensure the execution of the sales capability that delivers excellent client service and relationship management for our Physical Cash Solutions, as well as internal business partners. To enable the fulfilment of Physical Cash Value Propositions within the Relationship Banking to drive its long-term vision and strategy.

Job Description

Key accountabilities Accountability: People Management:

- Lead, manage and direct the regional cash solution specialist team in line with Absa values
- Coach, mentor and manage team members toward driving business objectives and ensuring colleague

Development

Accountability: Revenue on Cash growth through sales enablement
- Identify sales opportunities and offer solutions appropriate for the client’s needs, goal and

objectives by using the tools which outlines the products clients currently have and the propensity

for new product take-up
- Adopt a commercial approach to appropriate cost to serve versus value generation.
- Achieve the agreed new business turnover, new business and other revenue targets as agreed.
- Implement an individual sales plan that is linked to the regional sales plan and overall Physical Cash

strategy and business plan.
- Participate in the design and execution of the regional sales plan to ensure that targets are

delivered on.
- Action all sales leads received from potential cash clients as well as all internal

business partners within the agreed service level agreements and turnaround times.
- Adhere to the laid down sales processes and procedures within the Physical Cash frameworks.
- Negotiate pricing, complete and sign new client agreements prior to implementation.
- Execute on the regional sales plans by ensuring an increase in the percentage of clients taking

up Physical Cash Solutions by conversion of qualified leads into sales by selling offers, which benefit

the client as well as the organisation.
- Achieve sales that will establish Physical Cash Solutions as a centre of excellence for Sales execution

across the commercial markets.
- Negotiate pricing and allocate rates within the allocated mandate and refer to the next mandate

holder where outside of mandate with the appropriate business motivation.
- Relationship manages the engagement with clients and relevant internal and external

stakeholders in the relevant business units by attending meetings with internal business partners

(Management Committee meetings, customer meetings, events, etc.)
- Align and implement sales initiatives with the Relationship Banking units with the aim of

implementing a sales methodology that will lead to cross segment revenue and client growth.
- Monitor effectiveness of regional sales campaigns to ensure delivery thereof and implement

remedial improvements for future campaigns where required.
- Execute on the regional retention plans in alignment with STP objectives and Client Experience

strategy.
- Work closely with internal and external business partners to ensure that our sales execution

delivers on best in class products, services and support.

Accountability: Sales performance and execution
- Agree relevant sales plans, campaigns and targets with team manager as well as other internal

sales units that will achieve the business plan objectives and STP.
- Monitor individual sales performance on a daily/weekly/monthly/quarterly and annual basis and

provide feedback to direct manager on how to improve performance.
- Create and execute opportunities and prospects for new business by working through potential

client lists and find new innovative ways of selling other than the normal channels.
- Review national competitor information, market trends on a regular basis and propose solutions

to direct manager to ensure that Physical Cash offers a competitive product or make a

recommendation to introduce a better product or offer.
- Check that approved deals have been taken-up to increase market penetration in new and

existing business. Ascertain reasons for deals not taken up by liaising with the relevant internal

business partner (Relationship Bank, Acqu

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