Manager: Direct Customer Sales (Property Finance Specialist) - JHB at Absa

To lead and manage the sales team in delivering on the Absa Home Loans growth objectives. To influence and collaborate with the RBB regional team leveraging growth opportunities for AHL within the regional context.

Key Accountabilities
Job Description
Accountability: Sales performance

• Develop, align and direct the execution of the sales plan, in line with AHL strategy, by specifying the priorities for delivery. Mobilise regional sales team by ensuring adequate level of capacity and capability
• Lead target setting and contract performance objectives with relevant channels and sources in line with market potential
• Manage and control the achievement of business growth through effective contracting and monitoring of targets
• Influence and manage the channel mix by identifying performance optimisation interventions that improve sales results
• Effective pipeline value-based prioritisation (profitable business growth in line with risk appetite) and management. Implies optimisation of conversion ratios across the value chain based on most profitable business.
• Analyse, interpret management information and produce relevant reports that explain trends and use this to identify performance gap-closing interventions
• Anticipate tactical strategy and sales practice issues and proactively develop solutions to enhance the quality of the problem resolution.
• Proactively lead and manage the sales team to deliver on the AHL growth objectives.
• Build a sustainable high-performance sales culture and be accountable for team targets
• Drive sales rigour through the implementation of effective daily sales practices
• Draw on aptitude and talent to close deals that require specialist input or bespoke solution for a client
• Lead and coordinate the structuring of complex deals for wealth, private and business banking clients
• Deliver on all value drivers as per the regional home loans scorecard
• Understand localised markets and competition; and drive localised targeting to optimise opportunities

Accountability: Customer service

• Establish a customer service excellence culture within the sales team by developing tactical strategies which enable exceptional service to customers.
• Drive and monitor hl customer experience standards within the sales team by remediating service failures and identifying root causes of service breakdown.
• Collaborate across the value chain to develop corrective actions to proactively remediate customer service issues to uphold a high-level of customer experience.

Accountability: People and Culture

• Create an engaging, enabling and productive work climate aligned to the employee value proposition
• Lead and drive the colleague agenda for AHL within the sales team
• Embed a sustainable performance management & development culture
• Establish and maintain a succession plan for key roles
• Act as a mentor and coach to the sales team members to drive a high-performance sales team
• Drive the sales capability development by identifying training needs. Monitor and approve training budget and review training expenditure to ensure that allocated funds were utilised.
• Drive innovation and influence change
• Drive franchise value within the sales team

Accountability Control ⁄ Risk management

• Implement corporate governance and compliance policies in order to identify and manage risk
• Responsible for the implementation of corrective actions arising from audit findings relating to sales team
• Ensure that information security principles and logical systems access controls are well-understood by all team members and adhered to
• Drive and monitor the completion of compulsory compliance training by sales staff by verifying completed training statistics
• Apply consequence management where applicable in support of organisation and compliance policies
• Ensure that policies, procedures and standard guidelines, processes, risk management frameworks and control requirements are in place and well-understood by team members.

Education And Experience Required

• B-degree in commerce or equivalent NQF level 7 qualification
• At least five (5) years of target-driven sales experience within financial services
• At least 3 years sales management experience
• Previous Property Finance experience will be an advantage
• Home Loans management experience in a financial institution will be an advantage