Regional Manager - Payments (Western Cape) at Absa Group Limited (Absa)

Job Description

Accountability: People Management:

• Lead, manage and direct the regional payments sales team in line with Absa values
• Coach, mentor and manage team members toward driving business objectives and ensuring colleague development

Accountability: Revenue on Cash and merchant growth through sales enablement

• Identify sales opportunities and offer solutions appropriate for the client’s needs, goal and objectives by using the tools which outlines the products clients currently have and the propensity for new product take-up
• Adopt a commercial approach to appropriate cost to serve versus value generation.
• Achieve the agreed new business turnover, new business and other revenue targets as agreed.
• Achieve the agreed Payment Solution Service Fee targets by negotiating additional charges,
• pricing and any other applicable fees relevant to the product/solution sold to the client.
• Complete new applications and ensure that process is finalised within the agreed service level turnaround times with a continuous follow up on progress of outcomes.
• This will also entail the communication of the decision outcome to the client.
• Implement an individual sales plan that is linked to the regional sales plan and overall Payment Acceptance strategy and business plan.
• Participate in the design and execution of the regional sales plan to ensure that targets are delivered on.
• Action all sales leads received from potential merchant and cash clients as well as all internal business partners within the agreed service level agreements and turnaround times.
• Adhere to the laid down sales processes and procedures within the Payment Acceptance frameworks.
• Negotiate pricing, complete and sign new client agreements prior to implementation.
• Execute on the regional sales plans by ensuring an increase in the percentage of clients taking up Payment Solutions by conversion of qualified leads into sales by selling offers, which benefit the client as well as the organisation.
• Achieve sales that will establish Payment Solutions as a centre of excellence for Sales execution across the commercial markets.
• Negotiate pricing and allocate rates within the allocated mandate and refer to the next mandate holder where outside of mandate with the appropriate business motivation.
• Relationship manages the engagement with clients and relevant internal and external stakeholders in the relevant business units by attending meetings with internal business partners (Management Committee meetings, customer meetings, events, etc.)
• Align and implement sales initiatives with the Relationship Banking units with the aim of implementing a sales methodology that will lead to cross segment revenue and client growth.
• Monitor effectiveness of regional sales campaigns to ensure delivery thereof and implement remedial improvements for future campaigns where required.
• Execute on the regional retention plans in alignment with STP objectives and Client Experience strategy.
• Work closely with internal and external business partners to ensure that our sales execution delivers on best in class products, services and support.

Accountability: Sales performance and execution

• Agree relevant sales plans, campaigns and targets with team manager as well as other internal sales units that will achieve the business plan objectives and STP.
• Monitor individual sales performance on a daily/weekly/monthly/quarterly and annual basis and provide feedback to direct manager on how to improve performance.
• Create and execute opportunities and prospects for new business by working through potential client lists and find new innovative ways of selling other than the normal channels.
• Review national competitor information, market trends on a regular basis and propose solutions to direct manager to ensure that Payment Acceptance offers a competitive product or make a recommendation to introduce a better product or offer.
• Check that approved deals have been taken-up to increase market penetration in new and existing business. Ascertain reasons for deals not taken up by liaising with the relevant internal business partner (Relationship Bank, Acquisitions, Enterprise, etc.).
• Understand the relevant product features and benefits to ensure that accurate information and solutions are shared with merchants and internal business partners.
• Analyse sales data (financials) and clients insights to enhance lead to sales generation and feedback responses to internal business partners to assist in adopting a sales methodology that is not silo focused.
• Investigate client and internal business partner requirements and implement a desired Payment Acceptance footprint that will ensure the achievement of revenue streams.
• Reporting on individual sales performance.

Accountability: Relationship Management

• Reposition the Payment Acceptance regional stakeholder management in order to improve key relationships and change the acquisition methodology with internal business partners.
• Establish stakeholder needs and expectations in order to develop effective stakeholder engagement plans.
• Ensure effective and efficient relationship management model is in place for top Payment Solution Clients in order to retention.
• Update the direct manager as well as regional business partners on the sales performance and provide input where required.
• Internal and external customer meeting attendance where required.
• Engage with the RBB business partners with the aim of promoting the value proposition of Payment Acceptance.

Accountability: Customer Experience Execution

• Execute on the business unit’s Client Experience strategy and ensure that customer experience is a valuable differentiator within the value chain.
• Work closely with the direct manager to drive a focused client experience agenda that will help the region achieve its’ sales and after sales support objectives.
• Ensure smooth and effective migration and on-boarding of new client relationships.
• Use the feedback of the internal and external customer experience measurements to drive change and improvement that will benefit the sales strategy of the region.
• Adhere to Client Experience and service quality standards in line with Group Client Experience strategy.
• Implement improvement initiatives that will ensure high quality standards and client experience.
• Constantly keep abreast of the latest developments and trends with regard to client expectations and service.
• Ensure that all allocated complaints have been resolved within the allocated time frames as per the Treating Customers Fairly (TCF) principles.
• Accept primary responsibility for client satisfaction through excellent service by ensuring that GBS is the market leader in terms of turnaround times, pricing and value for money.

Accountability: Risk and Compliance Management

• Maximize sustainable risk by adjusted portfolio contribution.
• Work closely with the Risk and Control Assurance team and direct manager to determine appropriate RCA’s and adherence to RCA requirements.
• Review risk and controls that exist in the region and own the adherence to control assurance.
• Embed legislation affecting Sales and Sales procedures.
• Complete required compliance and other attestations and ensure that impacted team members complete their attestations and compliance tests.
• Complete attestations to testify to the adequacy of controls in the region on request.

Accountability: Risk and Compliance Management

• Maximize sustainable risk by adjusted portfolio contribution.
• Work closely with the Risk and Control Assurance team and direct manager to determine appropriate RCA’s and adherence to RCA requirements.
• Review risk and controls that exist in the region and own the adherence to control assurance.
• Embed legislation affecting Sales and Sales procedures.
• Complete required compliance and other attestations and ensure that impacted team members complete their attestations and compliance tests.
• Complete attestations to testify to the adequacy of controls in the region on request.

Education and Experience Required

• NQF level no. 7
• 5 - 8 years’ experience in a similar environment, of which 2 - 3 years at management level.
• (5) years’ experience within a client facing role (commercial/or financial industry)
• (5) years proven track record in achievement of sales targets
• (5) years relationship management experience in a financial services industry - preferred