Regional Head at Rand Merchant Bank

Job description

Purpose

To develop and manage the regional sales strategy for Forex and trade targets.

Responsibilities:

• Development and implementation of a regional sales strategy for Forex and trade targets:
• Develop a regional Forex and Trade sales strategy focused on identifying new, lapsed or existing FNB Commercial clients in specific industries within specific regions
• Translate strategy into sales initiatives, plans and tactics
• Meet with clients to understand their Forex and Trade needs and offer them a solution (self and/or team)
• Implement agreed solutions
• Operational management of the regional sales force to equip them to meet targets:
• Identify ongoing training needs
• Lead client meetings with teams in the regions to manage pipeline and converted business and identify and resolve possible issues and concerns
• Lead sales meetings to update teams on new developments and operational issues
• Train and up-skill regional teams, both in terms of formal training and ongoing coaching and mentoring
• Escalate relevant issues and challenges to National Head and follow-through to ensure resolution
• Monitor negative revenue variances to ensure client retention.
• Adherence to regulatory and compliance requirements:
• Remain abreast of regulatory changes and their impact on the business and ensure regional teams comply
• Interpret and translate implications of regulatory changes for clients.
• Stakeholder relationship management:
• Initiate dialogue to build professional working relationships with all stakeholders, displaying excellent abilities to listen, advise, influence, negotiate and present at all levels
• Lead and facilitate difficult conflict situations into consensual agreements
• Integrate opinions and information provided by various sources to make strategic decisions
• Adapt communication styles to meet the needs of different audiences
• Continually scan the industry to identify opportunities to create strategic partnerships with key individuals and bodies
• Find opportunities to leverage relationships and promote knowledge sharing, ideas and insights.
• Team leadership and management:
• Take full responsibility for performance management of all direct reports, managing their performance in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management:
• Recruitment
• Development
• Performance Management
• Remuneration and Rewards
• Career path planning
• On-the-job training, coaching & mentoring
• Ensure appropriate levels of management and accountability
• Motivate, delegate and empower appropriately, enabling direct reports to take responsibility and display appropriate creativity and initiative
• Work with the team to actively grow their skills and lead them in operational excellence
• Define performance contracts for staff members
• Monitor staff performance against agreed service levels and agreed performance contracts
• Run bi-weekly team meetings to ensure measurable and valuable feedback on daily operations and in line with agreed performance contracts.
• Teamwork, self-management and alignment with group values:
• Self management:
• Demonstrates pride in the organisation’s brand, services and products by consistently delivering on the brands promise
• Drive best-in-class solutions and practices
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Stay relevant and up-to-date with legislations and new development
• Maintain a positive attitude and respond openly to feedback
• Handle stress in ways that do not negatively impact others
• Plan and manage own workflow, anticipating obstacles, juggling priorities and following through on objectives within agreed time-frames and according to quality standards
• Take ownership of personal career development, leveraging formal and informal opportunities
• Accurately reads situations and organisational realities
• Able to set aside personal agenda for the greater good
• Act in an ethical, transparent and morally defensible manner, including highlighting unethical practices.
• Teamwork:
• Continually share, debate and communicate learning’s
• Flag and debate issues constructively
• Promote a friendly, co-operative climate, understand group dynamics and apply appropriate facilitation techniques in working with others to achieve collective goals
• Skilled at mentoring/coaching others and resolving conflict.

Qualifications and Experience:

• Relevant post-graduate degree, e.g. B Comm Finance
• 7+ years’ commercial Forex and trade experience, preferably with a minimum of 1 year on Customer Dealing Desk
• Competencies:
• Problem Solving
• Customer Service Orientation
• Building Strategic Relationships / Networking
• Business Insight and Risk Awareness
• Developing People