Trade Sales Manager - Absa Bank

With over 100 years of rich history and strongly positioned as a local bank with regional and international expertise, a career with our family offers the opportunity to be part of this exciting growth journey, to reset our future and shape our destiny as a proudly African group.

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Job Summary

• To support the growth of Corporate Banking Trade business to meet business targets by developing & driving the delivery of a market leading joined-up sales strategy for the trade corporate portfolio.
• The primary objective of this role is to maximize the Bank’s earnings through the sales of Trade solutions to targeted commercial clients.
• This is to be accomplished by winning new client mandates and deals, expanding existing relationships, and protecting current business flows. To ensure new Trade income streams are sustainable, this individual must support the establishment of strong, long-term client relationships in conjunction with the RM/RD responsible for these accounts

Job Description

Sales Performance – Time split 70%

• Achieve sales performance targets as specified and agreed to within annual objectives.
• Segment each client/prospect based on anticipated needs and forecasted growth potential.
• Agree on annual client sales objectives and action plans with RM/RD organization for all ‘Priority Accounts’ and review progress quarterly.
• Plan specific call objectives required to ‘advance’ the sales process with each client.
• Complete call reports for all client sales calls.
• Maintain updated and accurate ‘Trade Maps’ for all ‘Priority Accounts’ accounts as new information is identified during the sales process.
• Uncover client dissatisfaction with the current situation in areas where Absa can provide alternative solutions.
• Update the sales pipeline system on a weekly/periodical basis as new business opportunities are identified and existing deals are moved forward.
• Determine unique decision criteria, roles, and priorities of each client ‘buyer’ involved in the sales process.
• Influence the relative importance of client decision criteria to maximize fit of Absa’s proposed solutions.
• Structure compelling solution proposals to demonstrate a thorough understanding of each client’s requirements and objectives.
• Monitor the progress of all implementations and provide appropriate support to ensure all client expectations are met or exceeded.
• Develop links with other related companies and product areas to maximise cross-selling opportunities.
• Arrange customer seminars and conferences or be a part of customer get-to-gathers to enhance and value-add the sales and product education to customers.

Team Work Output – Time split: 20%

• Monitor the progress of all implementations and provide appropriate support to ensure all client expectations are met or exceeded.
• Develop links with other related departments and product areas to maximise cross-selling opportunities and client solutions.
• Attend selected seminars and conferences to promote trade solutions to targeted customers and prospects
• Coach and upskill team members regarding trade products

Compliance/Risk – Time Split : 10%

• Ensure that all potential and actual business activity and transactions comply fully with the bank's sanctions and prohibition policy.
• Take personal responsibility to ensure that all training as laid down by the bank's standard guidelines is adhered to and completed within the stated timescales.

Education

Bachelor’s Degree: Business, Commerce and Management Studies (Required)