Executive: Sales and Commercialisation

Job Summary

Job Description

Minimum Qualifications

Essential - Bachelor's Degree in either:

• Commerce
• Business Management
• Marketing
• Economics
• Finance
• Banking

Preferred

• Postgraduate Degree in Business, Marketing, Finance or Commerce.
• MBA, MBL or equivalent Executive Leadership qualification.
• Professional Banking Qualification advantageous.

Experience Requirements

Minimum

• 10-15 years' experience in Retail Banking, Financial Services or Commercial Banking.
• Minimum 8 years in senior leadership roles.
• Proven experience leading large-scale sales, commercialisation or revenue growth functions.
• Demonstrated success in customer acquisition, sales enablement and channel management.
• Experience managing multiple sales channels including Digital, Contact Centre and Branch environments.
• Experience developing and implementing enterprise-wide sales strategies.
• Experience managing large teams and leading leaders.

Leadership Competencies

Strategic Leadership

• Systems thinking, Strategic foresight, Business innovation, Enterprise leadership

Commercial Leadership

• Growth orientation, Market awareness, Commercial judgement, Results focus

People Leadership

• Inspiring leadership, Talent development, Coaching and mentoring, Culture building

Stakeholder Leadership

• Influencing without authority, Executive communication, Collaboration and partnership management, Negotiation and relationship management

Personal Attributes

• Highly analytical, Customer, -centric, Resilient under pressure, Innovative and curious, Decisive and action-oriented, Strong business acumen, High level of integrity, commercial growth while ensuring exceptional customer outcomes and regulatory compliance.

Key Accountabilities

1. Commercial Strategy Formulation & Execution

• Develop and execute the Integrated Channels Sales Production/Customer and Enablement Strategy aligned to business and growth objectives.
• Define and implement customer acquisition, growth, retention and portfolio optimisation strategies across customer segments and channels.
• Formulate sales production models that optimise channel productivity, customer conversion and revenue generation.
• Translate strategic growth ambitions into executable channel, product and customer plans.
• Drive commercial integration across Branch, Contact Centre, Digital and emerging acquisition channels.

• Provide strategic leadership and direction for the Call Centre by developing and executing customer service, sales, operational excellence, workforce, technology and risk strategies that support the Bank's growth objectives. 
• Accountable for optimising customer experience, enhancing operational efficiency, ensuring regulatory compliance, driving revenue generation through remote channels, and building organisational capability to sustainably deliver business performance across multiple service and sales functions 
• Monitor market trends, competitor activity, customer behaviour shifts and industry best practices and incorporate these into commercial planning.
• Establish and maintain a sustainable sales operating model that supports growth and customer primacy.
• Develop growth forecasts and integrated channel plans in support of business objectives.

2. Sales Performance & Opportunity Management

• Own end-to-end sales delivery and commercial outcomes across Integrated Channels.
• Establish value-based lead management and opportunity management strategies.
• Drive sales conversion improvements across all channels.
• Ensure effective utilisation of sales pipelines and lead management capabilities.
• Implement performance management frameworks to optimise channel productivity.
• Partner with Product teams to define targets, sales opportunities and commercial priorities.
• Drive sales scorecard management and performance reporting.

3. Channel Productivity & Portfolio Optimisation

• Drive channel effectiveness through data-led performance management.
• Optimise channel economics, productivity and cost-to-income outcomes.
• Ensure product mix, customer mix and channel mix are aligned to strategic objectives.
• Improve customer lifecycle management to maximise customer value.
• Monitor channel performance and identify opportunities for continuous improvement.
• Evaluate and develop emerging customer acquisition channels.

4. Customer Innovation & Commercialisation

• Lead customer-centric innovation initiatives that improve acquisition, engagement and retention.
• Drive digital adoption through innovative sales and customer engagement solutions.
• Identify and implement commercial opportunities arising from digital transformation.
• Partner with data and analytics functions to identify data monetisation opportunities.
• Develop innovative campaigns and customer acquisition initiatives that drive sustainable growth.

5. Sales Capability & People Leadership

• Lead, inspire and develop a high-performing sales enablement and commercialisation team.
• Build future-fit sales capability aligned to changing customer and market expectations.
• Drive a sales-focused culture that balances commercial outcomes and customer primacy.
• Partner with Human Capital to develop sales effectiveness programmes, recognition initiatives and incentive structures.
• Ensure succession planning and leadership capability development.
• Foster strong employee engagement and colleague experience.

6. Stakeholder Management & Collaboration

• Develop strong partnerships across Product, Segments, Channels, Marketing, Analytics, Digital and Operations teams.
• Lead commercial planning interactions with internal and external stakeholders.
• Influence strategic decisions through strong commercial insights and business cases.
• Manage relationships with regulators, suppliers, service providers and strategic partners.
• Facilitate alignment across all Integrated Channel stakeholders.

7. Governance, Risk & Compliance

• Ensure compliance with regulatory, governance and risk frameworks.
• Drive responsible sales practices and appropriate customer outcomes.
• Ensure all commercial initiatives comply with governance standards.
• Implement relevant policies, controls and reporting frameworks.
• Monitor operational and conduct risks impacting channel performance.

Decision-Making Complexity (Stratified Systems Theory Level 6)

This role operates at a strategic integration level requiring:

• Development of medium-to-long term commercial strategies (3-5 years).
• Management of multiple interconnected systems across customers, products, channels and operations.
• Balancing strategic growth, customer outcomes, risk and commercial sustainability.
• Integration of multiple business functions into a single commercial operating model.
• Managing complexity through predictive modelling, scenario planning and strategic execution.
• The role requires judgement under ambiguity and the ability to influence outcomes through systems thinking rather than direct operational control.

Education

Absa Bank Limited is an equal opportunity, affirmative action employer. In compliance with the Employment Equity Act 55 of 1998, preference will be given to suitable candidates from designated groups whose appointments will contribute towards achievement of equitable demographic representation of our workforce profile and add to the diversity of the Bank.

Absa Bank Limited reserves the right not to make an appointment to the post as advertised