Absa Group
Cash Management Sales Manager
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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.
My Career Development Portal: Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.
Job Summary
The primary objective of this role is to maximise the Bank’s earnings through the sale of Cash Management solutions to existing and new to bank corporate clients. To be accomplished by winning new client mandates, expanding existing relationships, and protecting current business flows. To ensure new Cash Management income streams are sustainable, this role must support the establishment of strong, long-term client relationships in conjunction with the RM/RD organization.
Job Description
Sales Performance
Time split: 60%
- Achieve sales performance targets as specified and agreed to within annual objectives.
- Segment each client/prospect based on anticipated need and forecasted growth potential. (Priority Client Zoning)
- Agree on annual client sales objectives and action plans with RM/RD organization for all ‘Priority Clients’ and review progress quarterly.
- Plan specific call objectives required to ‘advance’ the sales process with each client.
- Complete call reports to summarize discussions, opportunities and agreed actions related to all client sales calls.
- Maintain accurate ‘Cash Maps’ for all ‘Priority Clients’ as new information is identified during the sales process.
- Uncover client dissatisfaction with current situation in areas where Absa can provide alternative solutions.
- Update sales pipeline system on a weekly basis as new business opportunities are identified and existing deals are moved forward.
- Determine unique decision criteria, roles, and priorities of each client ‘buyer’ involved in the sales process.
- Influence relative importance of client decision criteria to maximize fit of Absa proposed solutions.
- Structure compelling solution proposals to demonstrate a thorough understanding of each client’s requirements and objectives.
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Teamwork Output
Time split: 20%
- Monitor progress of all implementations and provide appropriate support to ensure all client expectations are met or exceeded.
- Develop links with other related companies and product areas to maximize cross-selling opportunities.
- Attend selected seminars and conferences to promote cash solutions to targeted customers and prospects.
- Coach and upskill team members regarding cash products as opportunities present themselves.
Risk & Control
Time Split: 10%
- Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards.
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Self
Time Split: 10%
- Agree performance development objectives with the team leader.
- Pursue self-development to increase personal effectiveness, acknowledging strengths and areas for development.
Technical Skills / Competencies
- Demonstrated cash management industry expertise or excellent cash management knowledge.
- Detailed local market knowledge.
- University Degree within business field, MBA an added advantage.
- Good knowledge of excel.
Knowledge & Expertise
Critical competencies:
- Strong interpersonal, negotiation and selling skills.
- Ability to work across in a virtual environment and across a demographic split.
- Self-starter and performance driven.
- Good presentation skills, oral and written.
Development competencies:
- Communications and influence.
- Excellent People Skills.
- Relationship/partnership approach.
- Planning & organisation.
Educational Background & Work Experience
Basic requirements - A degree holder with appreciation for numerical and statistical analysis.
Preferably a master’s degree holder in Finance or a related field e.g. Economics, Business, Commerce, etc.
A minimum of 3 years work experience in a similar role would be an added advantage.
Education
Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)
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