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Job Summary

As Sales Executive he/she is directly responsible for:
• Driving Cash Management sales – Liabilities, Payments, Collections, Channels, Absa Access, Bank Direct, and any future products that will be introduced
• Developing profitable product relationships, identify and meet business needs of existing and potential customers, with value propositions and process standards
• Negotiating and developing cash management facilities of selected corporate customers and protect such business from activities of competitors
• Networking with other Sales Executives and RMs in the Absa Group in order to solve customer problems and provide customer solutions

Job Description

Sales Performance: – (70%)

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 RM/RD organization 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 ‘Cash Maps’ 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.

Teamwork: – (20%)

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 maximise cross selling opportunities

• Attend selected seminars and conferences to promote cash solutions to targeted customers and prospects

• Coach and up skill team members in regard to cash products

Risk and Control (Governance): – (10%)

• Ensure that all potential and actual business activity and transactions comply fully with the Bank’s 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.

Education

Higher Diplomas: Business, Commerce and Management Studies (Required)