Trade Sales Manager

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Job Summary

Reporting to the Trade and Working Capital Head, the role holder will be responsible for generating, driving and executing sales opportunities through existing, new to bank and new to TWC Clients. 
•  The Trade Sales Manager is responsible for driving revenue growth by marketing and selling the Bank’s trade finance and supply chain across all business segments. This role acts as product specialist, working closely with Relationship Managers (RMs) to structure complex trade deals, manage risk, and provide advisory services to clients regarding import/export finance, supply chain optimization and working capital management.
•  Find and assess an opportunity within the marketplace (even where there doesn't appear to be one) and matches the solution within the FI Trade offering that meets specific needs
•  Develop new revenue streams by actively finding/ identifying new customers and selling innovative TWC solutions, thus maximizing commercial profitability
•  Be responsible for pricing to ensure that the threshold returns are met, reviewing and negotiating the full range of TWC solutions together with effecting any cost reduction initiatives required by the Group
•  Be recognized as the TWC specialist with an ability to display in-depth knowledge and understand the risk profile of relevant products and services
•  Act as the senior sales representatives on opportunities with key clients and/or deals 
•  Drive best practice in lending and risk policies ensuring this remains in line with economic and market practices 
•  Drive TWC thought leadership within responsible sectors, segments and geographies

Job Description

Financial and Sales performance

• Maximises revenue growth through business development

• Develop effective strategies for winning new clients to generate new income for the Group

• Identify new sales opportunities in the form of new to bank or new to trade alongside Relationship Managers/Coverage colleagues

• Achieve the profitability hurdle rate as agreed with Customer Groups

• Manage pipeline of new customers and follow end to end sales process

• Work closely with other sales colleagues to promote awareness of TXC products, strategies and competitor information amongst the RM and other strategic business communities

• Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the overall business

Collaboration and Relationship Building (clients and stakeholders)

• Manage senior stakeholders across Coverage, Middle Office, Operations, Credit and Portfolio Management

• Work together with other product houses in closing out major deals providing product expertise and attending client meetings/ presentations

• Build and maintain networks within the Absa Mozambique and overall Group across critical areas including, but not limited to, personal visibility with crucial influencers within the bank and externally promoting the credibility of self and the business’s growing capabilities

• Maintain an excellent understanding of technical expertise and remain up to date with relevant sector/department knowledge, have insight into external market developments/initiatives and strategic product owners, client coverage, and service

• Share best practice and industry knowledge with stakeholders, subordinates and broader team to maximize BU performance and support the implementation of Trade & working capital strategic initiatives

Market Needs

·       Identify market and industry trends, by analysing sector research, economic periodicals and industry journals and advise clients on these

·       Identify opportunities with current clients for expansion in transaction volumes and for cross selling of products or services

·       Contract business with new clients and new business with existing clients in the allocated segment.

Sales Enablement

·       Meet and exceed all targets as set

·       Strives to improve customer relations and experience

·       Achieve the profitability hurdle rate as agreed with Customer Groups

·       Manage pipeline of new customers and follow end to end sales process

·       Work closely with sales colleagues to promote awareness of TWC products, strategies and competitor information amongst the RM and other strategic business communities

·       Maintain awareness of the applicable regulatory and business environment: understand audit, tax and legal implications and changes as they affect the customers and the overall business

·       Consistently exploits opportunities for further business

·       Identifies and builds on revenue opportunities

Accountability: People Management

·       Support and motivate other Sales Mangers

·       Maintain a high-performance environment and effective team working

Education

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