Transactional Banking Sales Manager at Absa Bank Tanzania

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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.

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Job Summary

Reporting to Head of Transactional Banking:

 The role holder has functional responsibility for Sales and Customer Support for Transactional Service products i.e. Cash Management, Trade and Working Capital products. This will include Absa Access Online Host to Host, Cash In Transit, Deposita, Trade Management Online, LC’s, BGI, Working Capital and any other similar product that the bank may from time to time develop & introduce in the market under Transactional Services.

Transactional Sales Manager’ Key Responsibilities

 Key to the function is the Role Holders ability to develop and sustain personal Relationships with key decision makers of the targeted portfolio to ensure continued business streams and revenue generation/growth.

 The role holder is responsible for ensuring that established service level agreements (SLA’s) between customers, staff and Operations are adhered to and maintained at all times ensuring satisfactory Customer Service Levels are maintained.

 Drive Sales and Services support for Transactional Services i.e. Cash Management product offering to a demanding portfolio of Corporate customers that includes Global Corporates, Large Local Corporates , Global Development Organizations (GDOs), Public Sector & and wide spectrum of Business Banking customers in the Commercial and SME segments.

Job Description

Main accountabilities and approximate time split

Sales & Service (70%)

• Achieve sales performance targets as specified and agreed to within annual objectives
• Ability to independently receive, solve and recommend practical solutions on Technical Cash Management Services queries for Absa Tanzania.
• Manage communication within the targeted portfolio on network, tariffs and operational process and procedure.
• Offer specialist advice to customers and Corporate Relationship Managers on Transactional Services products.
• Plan specific call objectives required to ‘advance’ the sales process with each client in respective portfolio.
• Complete call reports to summarize discussions, opportunities and agreed actions related to all client sales calls.
• Manage the E2E support function on high value transactions and remain the focal point for transaction customer queries at all times.
• Actively disseminate Absa Transactional Services Capabilities through business interaction (clients and staff), formal internal/external presentations
• Report and alert the coverage team on outstanding sales volumes and sales revenues for top Corporate Banking customers.
• Participation in monthly financial performance team meetings.

Product & Customer Management (20%)

• Adherence to Product pricing and participation in periodical review
• Co-ordinate After Sales Support and customer training for the various products under Cash Management
• Remaining abreast of competitor trends on related transactional products/services
• Providing specialist support to all internal contacts/users (RMs, Markets & RBB)
• Participation in Product conceptualizing process for developments/enhancement where identified.

Business Management (10%)

• Co-ordinating Strategies with Corporate & Business Banking coverage teams as far Cash Management services are concerned
• Monthly Product Sales performance reviews
• Ensure performance management for self is well defined

Risk and Controls Objectives

• Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
• Understanding of own role in the end to end processes in which you play a part, including applicable risks and controls.
• Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
• Report all risk events / incidents / issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
• Continuous and proactive engagement with regulatory bodies, unions where applicable
• All mandatory training completed to deadline

Technical Skills / Competencies

• Customer focused
• Performance driven, willingness to go extra mile
• Socially confident
• Self-driven & Highly responsive

Essential

Knowledge, Expertise and Experience

• Experience in a customer service environment.
• Experience handling key corporate customers.
• Ability to work to tight deadlines.
• Self motivated & work with minimum supervision.
• Interpersonal & communication skills

Experience

• Customer Service background preferably in Banking sector
• Product development/Management with e-channels as an added advantage
• Sales/Client Relationship management
• Commercial Operations/IT/Project Management
• Experience in a product/sales role within Corporate Banking will be of added advantage

Knowledge of the Bank’s products, services and policies and/or other specialist knowledge required to undertake the role:

• Good knowledge of AML/Sanctions modules
• Good understanding of Electronic Banking platforms and channels
• Good understanding of business working capital requirements as well as LC’s & BGI’s
• Broad understanding of Payment & Collections services including distribution channels
• Bank’s general operational procedures understanding for key partners e.g. branches, CSC, Operations & IT

Training likely to assist effectiveness in the role and may have been completed prior to undertaking this role:

• Advanced Product training – Transactional Products
• Customer Relationship Management
• Certificate in International Cash Management (CertICM)
• Sales Training
• Negotiation skills

Absa Values

Absa’s Values And Behaviours Represent The Set Of Standards Which Governs The Actions Of All Of Us Who Work For The Bank And Against Which The Performance Of Every One Of Us In Absa Are Being Assessed And Rewarded

• Trust
• Resourceful
• Stewardship
• Inclusive
• Courage

Education

Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)