Senior Transactional Sales Manager

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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 Holder's 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.

Job Description Breakdown

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 the 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 is being assessed and rewarded:

• Trust
• Resourceful
• Stewardship
• Inclusive
• Courage

Education

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