Senior Corporate Manager - Sales and Relationship

The successful candidate will play a pivotal role in driving portfolio growth, strengthening customer relationships, expanding market opportunities and delivering sustainable profitability. The incumbent will lead, coach and motivate the sales team to achieve agreed targets while ensuring that business development activities remain aligned with the Bank's risk appetite, policies, regulatory requirements and service standards.

Sales Leadership & Performance Management

• Lead, coach and motivate the Business Banking sales team to achieve agreed loan, deposit, fee income, customer acquisition, cross-selling and revenue targets.
  
• Translate business strategy into clear team objectives, individual targets and measurable sales plans.
  
• Monitor sales performance, pipeline activity and conversion rates, identifying performance gaps and implementing corrective actions.
  
• Conduct regular performance reviews and sales meetings to strengthen individual and team effectiveness.
  
• Build a high-performance sales culture focused on accountability, collaboration and customer service.
  
• Develop succession and talent-development plans to strengthen the capabilities of the sales team.
  

Business Development & Revenue Generation

• Identify emerging market opportunities, market gaps and prospective clients through research and needs assessments.
  
• Drive new client acquisition and business origination through proactive prospecting and relationship development.
  
• Lead the development and execution of sales plans to achieve annual loan, sales and revenue targets.
  
• Identify customer needs and ensure the recommendation of appropriate financial solutions, including financing, deposits, cash management and foreign currency services.
  
• Maximize customer value through cross-selling, relationship deepening and increased penetration of existing portfolios.
  
• Maintain a healthy sales pipeline to support short- and medium-term business growth.
  

Customer Relationship Management

• Provide leadership in managing key and strategically important customer relationships.
  
• Ensure the sales team develops a strong understanding of customers' businesses, financial needs and strategic priorities.
  
• Promote a consultancy-based approach to customer engagement, leveraging internal specialists and Group capabilities to deliver tailored solutions.
  
• Monitor customer feedback, service issues and relationship risks, ensuring timely resolution and escalation.
  

Credit, Risk & Governance

• Ensure business generated by the sales team aligns with the Bank's credit standards, risk appetite, policies and regulatory requirements.
  
• Provide oversight and guidance on the quality of credit requests and recommendations submitted by the sales team.
  
• Maintain focus on portfolio quality, early identification of problem accounts, annual reviews and remedial management.
  
• Assess risks associated with business decisions and safeguard the Bank's reputation, customers and assets.
  
• Drive compliance with applicable laws, regulations and internal controls.
  

Strategic & Stakeholder Management

• Work closely with the Head of Business Banking and Chief of Business Banking to execute strategic priorities and achieve the unit's objectives.
  
• Collaborate with Credit, Risk, Marketing, Operations, Compliance, Cyber Security and other stakeholders to improve sales execution, turnaround times and customer experience.
  
• Partner with JN Group subsidiaries and strategic partners to identify referral, cross-selling and revenue-generation opportunities.
  
• Use data, market intelligence and business analytics to inform sales decisions, resource allocation and opportunity prioritisation.
  
• Identify opportunities to streamline sales processes and improve efficiency and productivity.
  

• Postgraduate Degree in Management Studies, Business Administration, Finance, Economics or equivalent.
  
• At least four (4) years' experience at the management level, including a minimum of two (2) years with responsibility for a major functional area such as Retail or Corporate/Commercial Sales.
  
• Comprehensive knowledge of lending practices, credit analytics and financial modelling.
  
• Proven expertise in risk assessment and valuation.
  
• In-depth experience in business development, product development and sales process improvement.
  
• Thorough knowledge of the Banking Services Act 2014, the Banking Amendment Act 1997 and the Bank of Jamaica Regulations.
  
• Working knowledge of the Data Protection Act.
  

• Strong leadership, coaching, influencing and performance-management capabilities.
  
• Demonstrated ability to build, develop and manage a high-performing sales team.
  
• Strong business development, networking and prospecting skills.
  
• Excellent client relationship management and negotiation skills.
  
• Strong credit and financial statement analysis capabilities.
  
• Commercial acumen and the ability to identify and capitalise on business opportunities.
  
• Strong market research, competitor analysis and business intelligence skills.
  
• Excellent stakeholder-management capabilities.
  
• Ability to anticipate emerging risks and market changes and develop appropriate strategies.
  
• Strong accountability, collaboration and results orientation.