Area Sales Manager

Primary Purpose

The Area Sales Manager is responsible for leading and managing a team of Business Bankers and sales support employees within a designated region to achieve sustainable revenue growth, profitability, and market expansion. The role drives the execution of the Bank's sales strategy, develops and maintains strong client relationships, identifies new business opportunities, and ensures the delivery of exceptional customer service. The incumbent is accountable for achieving sales targets, managing risk and compliance requirements, providing leadership and coaching to the team, and ensuring operational efficiency to support the Bank's strategic objectives and long-term growth.

Minimum Requirements

Qualifications

• Graduate degree in Risk, Finance or Quantitative qualification, supplemented with professional qualifications (e.g. CFA, FRM, PRMIA, FIA/FASSA), with a strong analytical foundation

Experience

• 5 - 8 years in similar role within a Banking environment
• 3 - years Management experience

Competencies

• 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
• Knowledge of banking regulations, FAIS requirements, governance standards, and internal policies.
• Ability to communicate effectively at all levels
  
  

Duties and Responsibilities

• 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
• Minimize expenditure and manage cost effectively
• 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
• Identify new business opportunities to ensure opportunities are aligned to the strategy of the bank
• Build, maintain, and strengthen relationships with key clients and stakeholders.
  
• Ensure high levels of client satisfaction, retention, and loyalty through proactive engagement and service delivery.
  
• Support the team in developing tailored solutions that address customer business needs and create value for the Bank.
• 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
• Communicating job expectations, planning, monitoring, appraising and reviewing job contributions
• Manage team in respect of recruitment decisions, performance moderation, talent
• 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

This position is advertised in line with our commitment to Employment Equity.