Regional Sales Manager - Western Cape

Required qualifications

Matric (Grade 12).

Relevant tertiary qualification advantageous.

Required experience

Minimum five years’ sales management experience at regional management level.

Home loans industry experience essential.

Required knowledge

Home loans and lending environment: In-depth understanding of the South African home loans market, including end-to-end mortgage origination processes, bank credit frameworks, approval decisioning and common risk factors that affect conversion and payout.

Financial services product landscape: Knowledge of insurance and related financial products offered alongside home loans, and how these contribute to overall customer value and regional revenue mix.

Sales performance mechanics: Understanding of sales performance drivers, including pipeline dynamics, conversion ratios, capacity modelling and productivity levers in a regional sales environment.

Partner and distribution ecosystem: Knowledge of how estate agencies, developers, attorneys, banks and other lead sources operate within the property and lending value chain.

Regulatory and compliance framework: Practical understanding of regulatory, compliance and governance requirements applicable to mortgage origination, including MORCSA-related obligations and internal policy frameworks.

Regional market context: Knowledge of the Gauteng North and West property market, including regional economic drivers, competitive conditions and buyer behaviour trends. An existing regional network is advantageous.

Required skills

Sales performance management: Ability to set sales targets, manage pipelines, track performance against targets and actively drive conversion across home loans, insurance and related products using defined metrics and dashboards.

Financial and budget management: Ability to prepare, manage and monitor regional budgets, understand revenue and cost drivers, and take corrective action to protect profitability.

Data analysis and reporting: Ability to analyse sales data, trends and forecasts, and to produce clear, accurate performance reports that support management decision-making.

Partner and stakeholder management: Ability to manage formal relationships with banks, estate agencies and other lead providers through structured engagements, issue resolution and ongoing performance management.

Negotiation: Ability to negotiate commercial terms, targets and resolutions with external partners and internal stakeholders while maintaining productive working relationships.

Credit and case arbitration: Ability to assess, guide and arbitrate complex or escalated home loan applications, applying sound judgement within agreed credit and policy frameworks.

Compliance application: Ability to apply regulatory, compliance and internal governance requirements consistently in day-to-day sales operations.

Planning and operational execution: Ability to translate regional strategy into practical plans, allocate resources effectively, schedule activity and ensure disciplined execution.

Systems and tools proficiency: Proficient use of sales, CRM and reporting systems, with intermediate to advanced proficiency in Microsoft Excel, Word, PowerPoint and Outlook.

Essential competencies

Leadership: Provides clear direction to regional teams, takes ownership for outcomes, and sets the tone for performance and professionalism. Leads from the front, holds people accountable, and builds credibility through consistent actions and decisions.

Results-oriented: Maintains a strong focus on achieving agreed sales, growth and performance targets. Translates objectives into action, follows through on commitments, and persists in the face of obstacles until results are delivered.

Commercial drive: Demonstrates a strong business mind-set and appetite for growth. Actively seeks opportunities to improve regional performance, expand partnerships and increase profitability, while balancing risk and sustainability.

Market-oriented: Stays informed about regional market dynamics, competitor activity and partner behaviour. Uses market insight to adapt regional strategies, prioritise effort and position ooba effectively within the region.

Directing: Provides clarity on priorities, roles and expectations. Sets frameworks and standards that enable teams to work effectively, and makes firm decisions when alignment or performance is at risk.

Analysing and forming opinions: Examines data, trends and situations systematically, identifies root causes, and forms balanced, evidence-based opinions to guide decisions and actions.

Key Success Criteria

Area

KPI

Regional sales performance

Achievement of regional home loans, insurance and related product targets, measured monthly and year to date against approved targets.

Quality of sales output

Regional conversion ratios, measured against agreed benchmarks.

Pipeline health and sustainability

Value, age and coverage of the regional sales pipeline, ensuring sufficient forward-looking activity to support future targets.

Regional profitability

Contribution margin for the region, including effective cost control against the approved regional budget.

People performance and stability

Consistent performance across the regional team, with strong performers retained and unwanted turnover kept low.

Partner growth and engagement

Growth in active lead sources, with partners engaged, service levels met, and issues resolved quickly.