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Job Summary

Reporting to Head of Transactional Banking

• The primary objective of this role is to maximise the Bank’s earnings through the sale of Cash Management solutions to targeted corporate clients.
• This is 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 Coverage team.
• This is strategic role focused on managing and growing the bank’s cash management and transaction banking services for corporate clients ranging from large corporates to public institutions.
• The role involves developing tailored cash solutions and driving revenue growth through high-value relationships.

Transactional Sales Manager’ key responsibilities:

• Key to the function is the Role Holders ability to develop and sustain personal Relationships with key decision makers of the targeted portfolio to ensure continued business streams and revenue generation/growth.
• Develop sector-specific approaches (e.g., manufacturing, telcos, NGOs, government, etc.) to address unique liquidity and cash flow needs.
• Focus on deepening the wallet share of existing customer relationships as well as developing new Relationships with a view of driving revenue and market share growth as well as cross sell.
• This will be achieved by ensuring customers have access to the full suite of Absa’s products in addition to delivering world class customer service while maintaining a robust control environment.
• Drive Sales and Services support ensuring satisfactory Customer Service Levels are maintained for Transactional Services i.e. Cash Management product offering to a demanding portfolio of corporate customers operating in various sectors including Agriculture, Public sectors, Telecommunication et cetera

Main accountabilities and approximate time split

Sales & Service (70%)

• Identify and acquire new corporate clients requiring cash management and transaction banking solutions.
• Act as a primary point of contact for corporate cash sales engagements.
• Collaborate with product teams to design and structure bespoke cash management solutions.
• Negotiate commercial terms with clients in line with the bank’s pricing strategy.
• Achieve sales performance targets as specified and agreed to within annual objectives
• Ability to independently receive, solve and recommend practical solutions on Technical Cash
• Management Services queries for Absa Tanzania.
• Facilitate constant product innovation to enable Absa Bank to become a leading Cash Management bank.
• Plan specific call objectives required to ‘advance’ the sales process with each client in respective portfolio.
• Complete call reports to summarize discussions, opportunities and agreed actions related to all client sales calls.
• Responsible for pricing across cash products with support of Head of Transactional Banking
• Wholesale liquidity mobilization and management in collaboration with Treasury
• Consistent product development to respond and anticipate corporate client demands.
• Develop direct relationships with key product contributors for efficiency and improved service.
• Actively disseminate Absa Transactional Services Capabilities through business interaction (clients and staff), formal internal/external presentations
• Report and alert the coverage team on outstanding sales volumes and sales revenues for top Corporate Banking customers.
• Research, create and follow up on a target list for potential new business.
• Participation in monthly financial performance team meetings.

Product & Customer Management (20%)

Adherence to Product pricing and participation in periodical review
Co-ordinate After Sales Support and customer training for the various products under Cash Management
Remaining abreast of competitor trends on related transactional products/services
Providing specialist support to all internal contacts/users (RMs, Markets & RBB)
Participation in Product conceptualizing process for developments/enhancement where identified.

Business Management (10%)

Co-ordinating Strategies with Corporate Banking coverage teams as far Cash Management services are concerned
Monthly Product Sales performance reviews
Ensure performance management for self is well defined

Risk and Controls Objectives

Manage risk and control effectively by applying applicable risk frameworks and embedding a positive risk culture
Understanding of own role in the end-to-end processes in which you play a part, including applicable risks and controls.
Adhere to Absa’s policies and procedures applicable to own role, demonstrating sound judgement and responsible risk management.
Report all risk events / incidents / issues using the defined process for your business area and help to understand why these happened and how to prevent them in future. Proactively look for ways to improve the control environment by considering what could go wrong in the processes you operate and how errors could be prevented.
Continuous and proactive engagement with regulatory bodies, unions where applicable
All mandatory training completed to deadline

Technical skills / Competencies

Excellent client engagement and solution-selling skills
Ability to manage complex, multi-country client requirements
Deep knowledge of corporate cash management and transaction banking
Strong leadership and team development experience
Commercial acumen and understanding of treasury functions
Familiarity with digital banking platforms, APIs, and emerging fintech solutions
Customer focused
Sales and negotiation skills
Performance driven, willingness to go extra mile
Self-driven & highly responsive

Knowledge, Expertise and Experience

Essential

Deep knowledge of corporate banking and cash management solutions
Experience handling key corporate customers.
Ability to work to tight deadlines.
Self motivated & work with minimum supervision.
Interpersonal & communication skills

Experience:

Product development/Management with e-channels as an added advantage
Sales/Client Relationship management
Commercial Operations/IT/Project Management
Experience in a product/sales role within Corporate Banking will be of added advantage
Knowledge of the Bank’s products, services and policies and/or other specialist knowledge required to undertake the role:

Good knowledge of AML/Sanctions modules
Good understanding of Electronic Banking platforms and channels
Broad understanding of Payment & Collections services including distribution channels
Bank’s general operational procedures understanding for key partners e.g. branches, Corporate Services, Operations & IT
Awareness and understanding of Absa’s products and services best satisfy customer needs.

Training likely to assist effectiveness in the role and may have been completed prior to undertaking this role:

Advanced Product training – Transactional Products
Customer Relationship Management
Certificate in International Cash Management (CertICM)
Sales Training
Negotiation skills

Absa Values

Absa’s Values and Behaviours represent the set of standards which governs the actions of all of us who work for the bank and against which the performance of every one of us in Absa are being assessed and rewarded:

Trust
Resourceful
Stewardship
Inclusive
Courage

Education

Bachelor`s Degrees and Advanced Diplomas: Business, Commerce and Management Studies (Required)

How to Apply:

CLICK HERE TO APPLY