About this role
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.
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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.
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 up skill 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
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)