Manager Trade Sales

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.

Job Summary: To develop tactical strategy and delivery plans, formulate associated practice/s and to ensure operational implementation and adoption i.t.o. sales and support methodology, governance and delivery objectives. To support the growth of Trade and Working Capital. The primary objective of this role is to maximize the Bank's earnings through the sale of trade solutions to targeted commercial clients. To be accomplished by winning new client mandates, expanding existing relationships, and protecting current business flows. To ensure new Trade income streams are sustainable, this role must support the establishment of strong, long-term client relationships in conjunction with business segments.

Job Description

Trade Strategy and Business Management 20%

• Evaluate the current competitive environment for trade and working capital products, identity market opportunities and work with business segments to develop strategic roadmap and solutions to grow revenue and gain market share.
• Ownership of the trade and working capital business strategy and deliverability.
• Manage trade business scored card including financial performance, risk performance, service performance, remediation, product enhancement and country team target delivery.

Sales 50%

Outputs

• 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 Targeting)
• Agree on annual client sales objectives and action plans with business segments 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 records 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's proposed solutions.
• Structure compelling solution proposals to demonstrate a thorough understanding of each client's requirements and objectives.

Team Work 15%

Outputs

• 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 trade solutions to targeted customers and prospects
• Coach and up skill team members in regards to trade and working capital products

Compliance / Risk 10%

Outputs:

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

Self 5%

Outputs

• Agree performance development objectives with the Head Trade and Working Capital.
• Pursue self development to increase personal effectiveness, acknowledging strengths and areas for development.
• Utilize your time to achieve your stated bank objectives while avoiding conflict of interest.

Risk & Control

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, Absa Operational Risk Framework and internal Absa Policies and Standards.

Education: Bachelors Degree and Professional Qualifications: Business, Commerce and Management Studies (Required)