Principal: TS Sales

Act as the senior Transactional Services (TS) relationship lead and named TS client and opportunity owner for an assigned portfolio. Diagnose client treasury and working-capital needs, originate and convert commercially sustainable opportunities, deepen wallet share, and mobilise the bank to deliver integrated TS solutions and realise revenue.

Job Responsibilities

• Own the TS client agenda: Develop and maintain client-level TS strategies and account plans aligned to the client’s business priorities, sector context and the broader enterprise relationship strategy.
• Originate and qualify opportunities: Use sector, industry-value-chain, market, flow and client insight to identify, prioritise and qualify opportunities across existing and new clients.
• Lead insight-led advisory: Lead strategic client discussions and diagnose needs across cash management, payments, collections, liquidity, deposits, trade, working capital, supply-chain finance, custody, digital channels and related TS services, as relevant to the portfolio.
• Shape integrated propositions: Translate client needs into coherent multi-product propositions, working with Product and other specialists to confirm feasibility, operating-model fit, implementation requirements and client value.
• Lead commercial structuring: Develop the commercial strategy and pricing recommendation; assess revenue, cost-to-serve, margin, risk-adjusted return and long-term relationship value; and secure the required pricing approvals.
• Pitch, negotiate and close: Set the proposal and value-story strategy, lead senior client presentations and complex commercial negotiations, and progress opportunities through contracting and closure.
• Manage pipeline and forecast: Maintain accurate, current and evidence-based opportunity records and forecasts; prioritise activity; identify dependencies and risks; and drive timely decisions and next actions.
• Mobilise the enterprise: Orchestrate Client Coverage, Product, Credit/Risk, Compliance, Legal, Implementation, Client Service, Operations, Technology, Business Enablement and other partners around a clear client outcome.
• Complete the handover: Ensure an accepted handover with confirmed scope, solution, pricing, documentation, delivery owner, responsibilities, milestones and target revenue-realisation date.
• Drive revenue realisation and growth: Monitor implementation progress, adoption and revenue realisation; address commercial obstacles through the accountable delivery owner; identify retention, cross-sell and expansion opportunities; and feed client adoption insight back to Product and Service.
• Maintain risk and conduct discipline: Pursue growth within delegated authority and applicable legal, regulatory, compliance, credit, operational, reputational and conduct requirements.
• Improve sales effectiveness: Use CRM, data, digital and AI-enabled insights appropriately to improve targeting, prioritisation, client engagement and sales productivity; share market insight and proven practices with colleagues.

Minimum Experience Level

• 7-10 years' experience in a relevant product area, Transactional Services, banking sales, treasury, working capital or a related industry, including senior client engagement and complex opportunity origination and conversion.
• Strong understanding of Working Capital lending solutions and Transactional Banking / Transactional Services solutions.

Technical / Professional Knowledge

• Sales strategy and coverage: Client targeting, account and portfolio planning, segmentation, tiering, revenue growth and wallet expansion.
• Client, market and opportunity insight: Deep sector and industry-value-chain insight; market and flow analysis; client needs diagnosis; strong product and service knowledge.
• Solution origination and advisory: Strategic and TS advisory; treasury and working-capital advisory; opportunity qualification; thought-leadership selling; integrated solution structuring.
• Commercial structuring and execution: Pricing and profitability analysis, risk-adjusted return discipline, multi-product proposition architecture, proposal strategy, negotiation and closing.
• Relationship management: Senior stakeholder mapping and engagement, cross-sell and up-sell identification, partner leverage, retention and expansion.
• Stakeholder engagement and communication: Cross-functional orchestration, high-stakes presentations, effective solution articulation, influencing and persuasive business writing.
• Digital, data and platform-enabled sales: Data-led opportunity prioritisation, appropriate use of AI-enabled insights, digital/platform advisory and technology-enabled solutioning.
• Product commercialisation support: Proposition articulation, client adoption feedback and coordination of market activation with Product and Service.
• Banking, risk and delivery knowledge: Banking procedures; relevant legislation and regulation; risk-management frameworks; implementation, onboarding and service operating models; project-management principles.
• Systems and tools: CRM and pipeline-management systems, relevant banking platforms and Microsoft Office tools.
• Customer focus and strategic client leadership:Builds trusted relationships, anticipates needs and owns the TS client agenda.
• Insight-led consultation: Diagnoses before proposing and translates complex client context into relevant choices.
• Commercial judgement and decision quality: Balances client value, revenue, profitability, risk, feasibility and long-term relationship value.
• Balances stakeholders: Anticipates competing needs and protects clear decision rights while progressing the shared client outcome.
• Collaborates and builds networks: Mobilises specialists and partners across organisational boundaries without relying on hierarchy.
• Communicates effectively and persuades: Presents compelling, evidence-based propositions; influences senior stakeholders; negotiates skilfully.
• Drives results and ensures accountability: Maintains momentum, follows through on commitments and drives opportunities through handover and revenue realisation.
• Business insight and financial acumen: Applies market, sector, banking and financial insight to improve client and commercial decisions.
• Instils trust and demonstrates integrity: Acts transparently and pursues growth within ethical, regulatory, reputational and conduct boundaries.
• Adaptability, resilience and action orientation: Navigates ambiguity, responds to change and pursues opportunities with urgency and sound judgement.
• Values differences: Uses diverse perspectives respectfully to strengthen decisions and client outcomes.

Employment Equity Statement

Preference will be given to individuals from underrepresented groups.

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Nedbank Ltd Reg No 1951/000009/06.
Authorised financial services and registered credit provider (NCRCP16).

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