Sales Manager

Job description / Role

Role purpose

Role is responsible for developing covered card acquisition strategies, product and market-based sales planning, incentive schemes, and providing input for product proposition development and customer service strategies. The role is responsible to accomplish the acquisition targets for covered card through the sales force in the assigned business. Responsible for overall performance of sales team to achieve sales, service, and administrative goals. Drive and deliver exceptional retail business performance through powerful leadership of covered card sales teams. Manage and expand business relationships with existing and new relationships to market product proposition through relationship sales teams. Close business with new corporate clients in the marketplace to increase product proposition market share and contribution to overall consumer bank contribution. Leverage existing corporate banking relationships and market the product proposition to them in close coordination with corporate banking relationship managers. Identify and list new companies and industry segments to expand the base of corporate segment to market product proposition. Job responsibilities also include setting and monitoring sales targets, providing guidance, and identifying training needs.

Key accountabilities of the role

These are the main responsibilities of this role:

• Acquisition strategies and planning: Responsible for developing and implementing covered card strategy, setting and achieving sales targets, developing yearly sales forecasts and business plans or budgets for approval.
• Sales target achievement: Monitor the performance of distribution sales team to ensure budgeted sales targets are met. Source customers for products as per the agreed sales targets. Maintain an ongoing list of customers in the pipeline with clear products being sold. Establish and develop sales opportunities to meet the client's needs, introducing and working in conjunction with segment specialists.
• Leadership and channel management: Be a role model for your people by doing things wholeheartedly, communicating with passion and enthusiasm, and embracing change as a way of working. Manage poor performance and disciplinary or grievance issues professionally and promptly. Manage attendance levels and trends ensuring that procedures are appropriately applied.
• Incentive and recognition schemes: Develop and review in consultation with HR and product teams the incentive and recognition programs on a regular basis to motivate the sales force to deliver superior performance.
• Distribution team recruitment, training, and team development: Build, develop, and motivate a high-performing team committed to achieving success through each other. Ensure that the team is developed to achieve their maximum potential whilst coaching them to build awareness of their strengths and development needs.
• New company listings, industry segments, and opportunities: Identify and propose for listing new companies and industry segments to enhance business performance in close coordination with the credit department.
• Process management: Lead process improvement through analysis of problems on products and processes to improve efficiency of the department in close coordination with operations and product teams.
• Market analysis: Provide competitive market analysis to management and product teams and closely track competitive actions to ensure competitiveness of covered card product proposition.
• Adherence to processes: Ensure adherence to all bank's prescribed processes, standard operating procedures, and central bank local requirements.
• Self-development programs: Pursue your own development to increase personal effectiveness, acknowledging strengths and areas for development.
• Business strategy input: Contribute to the development of business strategies and plans aligned with corporate mission and objectives.

Specialist skills and technical knowledge required for this role

Knowledge of the bank's products, services, and policies required to undertake the role:

• A detailed knowledge of retail banking products as well as a broad understanding of products available in the bank.
• Awareness of regulatory policies and procedures including AML and KYC guidelines.
• Understanding of service standards.

Skills required to undertake the role:

• Understanding of basic banking.
• Relationship management skills.
• Effective communication skills.
• People management skills.

Additional details of exceptional aspects of the demands of the role

• Ability to work under pressure and stringent deadlines.
• Team player.