Consultant: Sales External (FAIS)

Absa · Cape Town

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.

Belonging at Absa

Absa is committed to creating an inclusive workplace where everyone can thrive. We are an equal opportunity employer and welcome applications from suitably qualified individuals from diverse backgrounds. In support of our Diversity, Equity, Inclusion and Belonging (DEIB) commitments and Employment Equity objectives, preference may be given to candidates from underrepresented designated groups, including persons with disabilities. We encourage applicants who may require reasonable accommodation during the recruitment process to let us know so that appropriate support can be provided.

Job Summary

Overall job purpose

The External Sales Consultant is responsible for actively pursuing sales growth (volume and value) and service delivery competitiveness by:

• Owning & Deliver on all individual performance targets for the allocated portfolio of external sales activities (Full Accountability)
• Support collaborative sales activities between relationship banking, business bank and corporate bank
• Uphold sales disciplines required to support sustainable relationships in relevance to scheme Management
• Plan and conduct education on Absa’s value proposition to customers in support of sales, and migration targets within the area
• Identifying opportunities and represent Absa on external sales engagements within assigned areas e.g. workplace banking schemes, public forums, major events, festivals etc.
• Improving overall Absa performance through the identification of sales, cross sell opportunities and active engagement and partnership with colleagues (branches, across BU, region etc) to deliver against these
• Actively building networks and relationships within the assigned area that supports lead generation and Absa visibility across the region

Job Description

Key accountabilities

Planning and Growth

Accountable for achievement of sales performance objectives in terms of sales target achievement for Inclusive Banking, Entry Level and Bulk Acquisition Sales, in the B2C environment.
Deliver sales and service delivery targets within the assigned areas of responsibility
Collaborate on sales opportunity leads across business disciplines (RB, CIB, Physical Channels)
Take Accountability for end-to-end fulfilment of sales execution within prescribed sales standards, and actively drive scheme penetration for EVP Schemes to deliver on sales and service targets for the region
Actively contribute to Regional Sales strategy and plans
In conjunction with ES RM/TL, proactively devise weekly plans and activities to drive sales growth
Proactively identify cross sell opportunities partnering with colleagues to deliver these effectively in the assigned area
Actively monitor, and take accountability, for own sales and service performance across the region and proactively identify opportunities to improve sales and service delivery or enlist coaching and support where necessary to do so
Establish networks within the defined area to enlist opportunities for Absa presence at key events and forums in line with the regional or area plans
Identify and prospect future potential clients turning leads into real business opportunities
Leads Management – proactive utilisation and conversion of assigned leads
Provide relevant and insightful feedback to product and performance teams on initiative mechanics and client feedback to drive enhancements in sales and service
Proactively engage existing clients on new products and services and migration strategies in alignment with One Absa business objectives
Actively mine EVP Schemes to deliver on sales and service targets for the region
Effective sales execution planning (activities, time management, resources, travel etc.)
Ensure you act in line with the External Sales Disciplines and New Ways of Work
Higher dependency on New to Bank (NTB) and New to Transact (NTT) Acquisition
Identify and Execute Campaign Management to execute on business growth
Daily sales planning to align to attainment of benchmarked core sale efficiencies
Strategic Time Management: apply and reflect on time management plan

Customer and Stakeholder Management

Proactive understanding and assessment of customer segment to support sales and activity planning and sales
Proactively engage customers on needs analysis, as well as products and services and then enable the delivery of an end-to-end client solution through a thorough understanding of Absa products and customer needs
Proactively resolve client queries, concerns and complaints, with focus on first point of contact resolution
Ensure a holistic service and customer experience, as a standard, for all clients aligned to the overall external sales team process and methodology.
Positively contribute to customer experience score levels to attain >92%
Customer Relationship Management - Participate in client engagement routines (planned visits) for improved sales and service delivery
Act as a Brand Ambassador in all client and business activities

Colleague

Actively contribute to ES Team and Region in all activities
Monitor Individual Sales Performance and support peers towards attainment of Team performance
Identify process efficiencies and share best practices in the External Sales team
Proactively network & research to stay current on key areas of expertise and to support business/sales growth initiatives
Live the Absa Values and support colleague engagement through positive and collaborative team behaviour

Risk and Regulatory Management

Ensure all policies and procedural, regulatory and compliance requirements are fully adhered to, at all times
Ensure the effective use and management of devices and resources availed to execute role requirements. (E2E Mobility device & accessories, marketing collateral etc. Including systems & software updates.)
Ensure appropriate product and service solutions are provided to customers through quality consultations e.g no mis-selling
Apply effective governance & controls in execution of sales (quality documentation etc.) of sales and service delivery for the portfolio
Keep updated on all regulatory requirements and changes in business and apply appropriate requirements and sales standards/practices.
Aligned sales activity, sales and service reporting and migration planning
Devise and apply accurate reporting to support sales planning and activities

Education

Bachelor's Degree: Banking

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