Cash Management Sales Manager

### **Empowering Africa’s tomorrow, together…one story at a time.** 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. [My Career Development Portal](https://absahr.service-now.com/careerdevelopmentportal): **Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.** **Job Summary** • The primary objective of this role is to maximise the Bank’s earnings through the sale of Cash Management solutions to existing and new to bank corporate clients. • To be accomplished by winning new client mandates, expanding existing relationships, and protecting current business flows. • To ensure new Cash Management income streams are sustainable, this role must support the establishment of strong, long-term client relationships in conjunction with the RM/RD organization. **Job Description** **Sales Performance** **Time split: 60%** * Achieve sales performance targets as specified and agreed to within annual objectives. * Segment each client/prospect based on anticipated need and forecasted growth potential. (Priority Client Zoning) * Agree on annual client sales objectives and action plans with RM/RD organization for all ‘Priority Clients and review progress quarterly. * Plan specific call objectives required to ‘advance’ the sales process with each client. * Complete call reports to summarize discussions, opportunities and agreed actions related to all client sales calls. * Maintain accurate ‘Cash Maps’ for all ‘Priority Clients’ as new information is identified during the sales process. * Uncover client dissatisfaction with current situation in areas where Absa can provide alternative solutions. * Update sales pipeline system on a weekly 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 relative importance of client decision criteria to maximize fit of Absa proposed solutions. * Structure compelling solution proposals to demonstrate a thorough understanding of each client’s requirements and objectives. **Teamwork Output** **Time split: 20%** * Monitor 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 maximize cross-selling opportunities. * Attend selected seminars and conferences to promote cash solutions to targeted customers and prospects * Coach and up skill team members regarding cash products as opportunities present themselves **Risk & Control** **Time Split: 10%** * Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Enterprise-Wide Risk Management Framework and internal Absa Policies and Policy Standards **Self** **Time Split: 10%** * Agree performance development objectives with the team leader. * Pursue self-development to increase personal effectiveness, acknowledging strengths and areas for development. **Technical skills / Competencies** * Demonstrated cash management industry expertise or excellent cash management knowledge. * Detailed local market knowledge * University Degree within business field, MBA an added advantage * Good knowledge of excel **Knowledge & Expertise** **Critical competencies:** * Strong interpersonal, negotiation and selling skills. * Ability to work across in a virtual environment and across a demographic split. * Self-starter and performance driven * Good presentation skills, Oral and written **Development competencies:** * Communications and influence. * Excellent People Skills * Relationship/ partnership approach * Planning & organisation **Educational Background & Work Experience** * Basic requirements - A degree holder with appreciation for numerical and statistical analysis * Preferably a master’s degree holder in Finance or a related field e.g. Economics, Business, Commerce, etc. * A minimum of 3 years work experience in a similar role would be an added advantage **Education** Bachelor\`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)