Product Specialist

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 selling Payment solutions offering to potential customers and drive acquisition of new to bank and new to segment Business Banking and Enterprise customers with a primary focus on acquiring new business as well as switching merchant acquiring relationships from competitor banks.
To build and maintain professional relationships and drive sales via sales campaigns, leads and cold calling and achieve sales and turnover targets.
Ensure the execution of the sales capability that delivers excellent customer service and relationship management for our merchants and internal business partners.

Job Description

Responsibilities

Accountability: Revenue and merchant growth through sales enablement
- Identify sales opportunities and offer solutions appropriate for the merchant's needs, goal and objectives by using the tools which outlines the products merchants 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.
- Achieve the agreed Merchant Service Fee targets by negotiating additional charges, pricing and any other applicable fees relevant to the product/solution sold to the merchant.
- Implement an individual sales plan that is linked to the regional sales plan and overall Payment Solutions 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 merchants 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 Payment Solution frameworks.
- Negotiate pricing, complete and sign new merchant agreements prior to implementation.
- Execute on the regional sales plans by ensuring an increase in the percentage of customers taking merchant acquiring solutions by conversion of qualified leads into sales by selling offers, which benefit the merchant as well as the organization.
- Achieve sales (new business and existing growth) that will establish Payment Solutions as a center 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 merchants 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 Business Banking units with the aim of implementing a sales methodology that will lead to cross segment revenue and customer 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 Customer 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 customer 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 Payment Solutions 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 (Business Bank, Acquisitions, Enterprise, etc.).
- Understand the relevant product features and benefits to ensure that accurate information and solutions are shared with merchants and internal business partners.
- Analyze sales data (financials) and customer insights to enhance lead to sales gene