Transactional Banking Sales Manager at Rand Merchant Bank

Job description

Role Purpose:

To initiate and enable transactional sales origination, cross-sell and client engagement in the RMB Corporate Banking segment to achieve transaction banking revenue goals

Macro-environment

• Understand key competitors, new technologies, sector dynamics and key macro environmental forces to analyse and identify sector-wide opportunities and challenges for transactional sales
• Understand the critical micro-environmental impacts and relationships i.e. client performance trends, client financial data, competitive positioning in the sector to identify relevant sales solution tactics

Business alignment

• Understand the Company, Corporate and Transactional Banking (TxB) objectives to ensure the alignment of sector transactional sales tactics. This includes a detailed understanding of transactional banking products and solutions
• Establish and maintain relationships with business partners to strengthen collaborative working relations to improve the effective and efficient execution of sector sales objectives in line with Transactional business requirements

Client

Understand the needs, demands, perceptions and banking behaviours of clients to ensure that solutioning is targeted. This includes being positioned as the “voice of the customer” so that product/solution innovation is provisioned and leading practice

Sales

• Contribute to the attainment of the TxB budget by formulating annual tactics for the sector to enable enhanced revenue growth. This planning is in collaboration with TxB Product teams, other Corporate Banking teams and Coverage
• Provide consistent, professional and superior delivery of sales and client management disciplines including pipeline ownership, RFP responses, pro-active proposals, presentations, call reports, lead generation, and implementation oversight
• Manage deal pipeline processes, assemble the appropriate deal team and work with product management to package the best solution
• Price solutions appropriately within the context of broader relationship pricing to ensure profitability and competitive positioning (with support of Pricing and Product)

Data analytics

• Display an in- depth knowledge of relevant systems and interdependencies between these systems
• Work with data inputs eg. MIS, activity and pipeline reporting to build origination and growth projection models that are integrated and forward looking

Project management

Manage projects to ensure successful deployment of origination and cross-sell initiatives

Evaluation

Assess effectiveness of Sales tactics by measuring revenue target achievements, qualified leads, reduced sales cycles, and value creation for the client.

Qualification:

• Degree or similar
• Technical Knowledge ,Skills and Experience

In depth understanding and application of:

• TxB banking/payments and clearing
• Treasury/cash management and working capital ratios
• Portfolio management and the sales life -cycle
• TxB product knowledge

Experience:

• In a same/similar role focused on delivering results and meeting/exceeding sales targets
• Track record of entrenched relationships within a portfolio of SA clients
• Ability to engage and persuade senior client stakeholders eg. CFO, Treasurer