Area Sales Manager KZN

Primary Purpose
Performs a full management function of bankers and support in respect of general business banking products in accordance with internal banking processes and general compliance regulations, to ensure continuous business growth and client retention.

TECHNICAL COMPETENCY REQUIREMENT
Minimum Requirement
Financial Acumen: Ability to evaluate the impact of a business decision on the business' financial statements, and financial wellbeing in the long term.

Business Development:
Understanding and utilising economic, financial, industry, and organisational data; accurately diagnosing customers' business strengths, weaknesses, and key issues that can inform sales strategies and plans. Ability to execute Sales strategy.

Client Engagement & Relationship Management:
The ability and willingness to work as part of a team. Developing solutions in collaborative processes supporting sales and service teams across clients to create value for the Bank.

Trend Management:
The ability to analyse data and extrapolate trends with regard to large sets of data, ensuring that the right conclusions can be drawn and the right decisions made. Client Engagement & Relationship Management.

People & Team Management:
The competence to manage the day-to-day team operations, assist with resource allocation and provide input into goal setting to drive the delivery and achievement of daily targets as per defined quality standards. Provide coaching and on the job training on products, systems, and processes to enhance team capability and skills.

Devise Sales Approaches and Solutions:
The ability to develop sales solutions or taking courses of action that appropriately consider available facts, constraints, competitive circumstances, and probable consequences; clearly connecting solutions to business needs.

Service Level Management:
Understanding the importance of adhering to service level agreements and the impact of non-adherence thereto on customer relationships, customer service and the Bank's reputation. Ability to communicate effectively at all levels.

Required Minimum Education And Training
BCom Degree

Banking qualification and FAIS RE1 and RE5

Required Minimum Work Experience
5 - 8 years Banking experience - risk, credit

3 - 5 years Management experience

KEY PERFORMANCE AREA (KPA)
FINANCIAL MANAGEMENT

• Achieve long-term, medium-term and short-term budget goals and target
• Set and manage targets for the team
• Ensure ongoing margin and fee management
• Minimise expenditure and manage cost effectively
• Contribute to the development of budget
• Establish sales objectives by creating a sales plan and team targets in support of regional objectives
• Provides input into deal structuring and credit proposals for business clients credit facilities, including overdraft; asset-based finance and trade finance
• Oversight of ongoing credit management and remedial credit management of bank clients in the region
• Determine targets for revenue growth
• Identify new business opportunities to ensure opportunities are aligned to the strategy of the bank
• Propose and/ or implement innovative ideas to enhance business results
• Identify and implement on opportunities for revenue growth

CUSTOMER CENTRICITY

• Manage relationships internally and externally
• Manage client compliments and complaints
• Client visits with bankers
• Develop and ensure implementation of practices which builds service delivery excellence
• Monitor and coach behaviours that ensure a service culture
• Maintains and expands customer base
• Identifying new customer opportunities
• Drive a culture that enhances and broadens customer value proposition, service, delivery and client engagement in line with the business banking product overall strategies
• In collaboration with Regional Head and Marketing, define a regional marketing strategy to increase the brand of the organisations in the regions
• Identify customer needs in order to increase the share wallet by providing input and product offerings design
• Monitor actual achievements and failures of the customer experience standards in the region on an on-going basis by reviewing the pertinent customer metrics (retention rates, complaints, survey results)
• Contribute to sustaining a competitive edge through external networking, benchmarking, and representation on related forums.
• Drive and implement adoption of Bank Service Standards

OPERTIONAL EXCELLENCE

• Translate strategies into actionable goals and execute relevant projects / initiatives aligned to strategic objectives with specific performance measures and control systems to track progress
• Plan for handling work outputs, pull together interdependent activities and specify priorities, standards and procedures to ensure tactical excellence
• Provides input into product development by identifying new product opportunities; and/or product/ packaging, and service changes
• Establish an effective and efficient sales and service platform with relevant functions to achieve business performance which are in line with the Bank's standards and compliance policies
• Support regional head to identify and take responsibility for the assigned principal risks relevant to the area

Communicate the strategy, plans and ideas to the business banking team

PEOPLE LEADERSHIP

• Communicating job expectations, planning, monitoring, appraising and reviewing job contributions
• Manage team in respect of recruitment decisions, performance moderation, talent

management process, disciplinary action, recognition and retention of employees

• Build team succession plans for roles in own area and influence resource planning
• Ensure timeous, clear contracting and assessment of performance expectations in line with identified objectives and enable a learning and growth culture
• Implement talent management practices in line with HR policies and procedures
• Provide direction, coaching, and regular feedback to employees to improve performance and implement performance improvement initiatives
• Ensure that skills are transferred in specific function
• Ensure effective conflict resolution and respond to any complaints or concerns timeously
• Coach to improve performance and develop skills of team members
• Motivate and keep team engaged and coach to discuss career progression

REPORTING

• Accurately complete required daily, weekly and monthly reporting
• Input on regional Manco reporting
• Activity measurement
• Trigger report measurement
• Exception reporting
• Expired FICA and facility reporting
• Collateral reporting

LEARNING AND GROWTH

• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks
• Promote awareness and ensure adherence to all policies and procedures
• Drive the requisite organizational culture in the business in line with the Bank's Values and Culture

WORK CONDITIONS: OFFICE BOUND
This position is advertised in line with our commitment to Employment Equity.