Regional Sales Manager : JHB and CPT Manage and control the overall, customer and partner sales & relationship function within the Card Division (Acquiring / Issuing / Merchant Services) business unit and within the region & geographical areas.
Objective is to provide the targeted customer base with Acquiring & Issuing product solutions, to increase the company bottom-line profit.
Network and communicate with internal & external partners, in order to establish and maintain mutually beneficial relationships.
Manage a team of sales specialists and admin support to pro-actively deliver profitable growth in sales and revenue against agreed and set sales targets.
Financial Management Implement the agreed strategy and business plan to medium (SMEs) to large corporate company sector in the Issuing & Acquiring Merchant Services space Develop and manage budgets and forecasts for the sales & relationship function, based on strategic requirements Manage and control costs and income in-line with departmental and budget expectations Ensure the function achieves the sales target through strategically selling and cross selling merchant acquiring solutions, in-line with the strategy approach and business plan Pro-actively cold call’ and identify new’ clients for the Bank'
s Merchant Services, in order to meet set monthly and annual revenue targets Structure deals / transactions Stakeholder Management Maintain internal & external relationships to ensure Merchant Services meet the required service standards Interact with other areas of the bank in acting as a catalyst in driving the changed initiatives in ensuring compliance with agreed risk parameters as set out in the overarching all bank’s strategy Grow and manage the existing customer base through performing a needs analysis of customer current product usage and finding opportunities to offer diversified products, upselling and cross selling different options that add value to the client Correctly anticipate and interpret customers’ business requirements to provide relevant and timeous solutions (research the client’s business, in order to be prepared and add value to the solutions provided) Take-on the role as the primary point of contact for the client, ensuring excellent service levels and quality to customers to ensure the retention of the client and a long-term working relationship Continuous face-to-face and telephonic interaction with clients, in order to pre-empt, review and pro-actively address their needs, thereby ensuring retention Drive new business through utilizing avenues through team networks with other companies within the group and strategic dealerships Enable the team to on-board new customers, assisting them with cold calling, listen to calls, coach and mentor staff where necessary Ensure that all advise given harnesses the Bank'
s values, thereby limiting any reputational risk of the brand Operational Management Ensure on-going strategic initiatives are evaluated, interpreted and implemented in maintenance of an effectiveness of the sales & relationship function within Merchant Services Ensure all statutory and business reporting are executed on within predetermined deadlines (monthly, quarterly and / or annually), in-line with all the relevant regulations and the Bank’s internal policies and procedures Challenge operations and maintenance department to challenge rates People Management Manage day-to-day staffing requirements, issues and performance Develop talent by facilitating cross training, developing, coaching, mentoring & growing individuals & teams within the acquiring environment Follow-up on disciplinary procedures and any other matters relating to subordinate behaviour and activities Ensure effective training & development practices exist in the BU and that continuous learning is fostered Mentor staff by going with them to clients, assisting them with solutions and closing deals Accountable for providing an environment in which employees can apply what they have learned Reward the application of newly acquired skills & knowledge Ensure training is a part of employees'
daily routine & encourages them to tap into the knowledge of their colleagues & to set performance improvement goals Governance & Compliance Draft, implement and maintain applicable policies, procedures and guidelines to ensure optimal functioning of the sales business units Define, develop and implement necessary procedures in conjunction with current procedures, to ensure that risk is minimised with all sales areas Conduct research of various industries, best practice methodologies and changes in markets thereby identifying risk to adjust areas in the business timeously Adherence to legislation and regulatory requirements Personal Development Take ownership for driving own career development Preparation and signing-off, of Personal Development plan(s) Achievement of objectives / milestones set-out in the development plan Development of knowledge base and Intellectual Property PDP plans and performance discussions Keeping abreast of Compliance (FICA & FAIS) requirements, Consumer Protection Act, Anti Money Laundering, etc.
Up-to-date knowledge on tax, environmental conditions Job Requirements : Degree and / or Diploma in a Business related field 5 to 10 years experience in the payments and / or banking industry, preferably with Issuing & Acquiring experience Extensive travel to customers / potential customers / suppliers, partners & vendors Skills and Abilities
Knowledge of Banking / Financial Services sales & relationship management, products & services environment
Strong business acumen
Ability to influence behavior
Relationship management & networking skills
Knowledge of payments industry (both within the Issuing & Acquiring of a Financial Institution’s Card Division
Objective & deadline driven
Knowledge of Visa & Master Card (all Associations) settlement & payment processes
Understanding of sales team management & target dynamics
Enthusiasm, energy, drive & resilience