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.

My Career Development Portal: Wherever you are in your career, we are here for you. Design your future. Discover leading-edge guidance, tools and support to unlock your potential. You are Absa. You are possibility.

Job Summary

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.

Transactional Sales Manager’ key responsibilities :

Key to the function is the Role Holders ability to develop and sustain personal Relationships with key decision makers of the targeted portfolio to ensure continued business streams and revenue generation/growth.

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.

Always 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 that includes Global Corporates, Large Local Corporates , Global Development Organizations (GDOs) & Public Sector.

Job Description

Main accountabilities and approximate time split

Sales & Service (70%)

• 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 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 mobilisation 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

• Customer focused
• Sales and negotiation skills
• Performance driven, willingness to go extra mile
• Socially confident
• Self driven & Highly responsive

Essential

Knowledge, Expertise and Experience

• Experience in a customer service environment.
• Experience handling key corporate customers.
• Ability to work to tight deadlines.
• Self motivated & work with minimum supervision.
• Interpersonal & communication skills

Experience:

• Customer Service background preferably in Banking sector
• 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 to 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

• 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 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 mobilisation 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.
• 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.
• 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
• 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

• Customer focused
• Sales and negotiation skills
• Performance driven, willingness to go extra mile
• Socially confident
• Self driven & Highly responsive
• Interpersonal & communication skills

• Experience in a customer service environment.
• Experience handling key corporate customers.
• Ability to work to tight deadlines.
• Self motivated & work with minimum supervision.
• Customer Service background preferably in Banking sector
• 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
• 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 to best satisfy customer needs.
• Advanced Product training – Transactional Products
• Customer Relationship Management
• Certificate in International Cash Management (CertICM)
• Sales Training
• Negotiation skills