Head, Sales dfcu Bank

Reporting to the Chief Retail Banking Officer, the role holder will be responsible for driving the development and execution of our sales strategy. The primary responsibility of the role holder will be to lead, motivate, and manage the sales team to achieve ambitious growth targets and expand the bank’s market share. The role holder will oversee the development and implementation of innovative sales strategies that align with the bank’s overall business objectives and ensure the delivery of exceptional customer service.

KEY ACCOUNTABILITIES:
• Manage implementation of new sales initiatives.
• Provide clear direction to direct reports on direct sales business objectives, translating and prioritizing into business performance measures at an individual level.
• Arrange implementation of new product sets with assistance from specialist product managers and ensure that direct reports are prepared for the implementation.
• Work to produce annual marketing plans to support the direct sales segment including customization and distribution of key messages as received from the regional office segment head.
• Analyse customer requirements and suggest new products.
• Work with direct reports to achieve sales and service objectives through focused sales-generating activities providing feedback to the branch managers on their performance.
• Liaise with scheme Relationship Managers to develop customer approaches for relationships and provide regular coaching and feedback to the relationship managers on their progress towards achieving objectives.
• Discuss and finalise performance development plans and ratings for direct reports.
• Determine and manage Training Needs Analysis and succession plans for direct reports and ensure they do the same for their staff.
• May be involved in the interview process for sales staff and directly responsible for recruiting direct reports.
• Occasionally contact key direct sales customers to resolve particular service issues or support sales initiatives.
• Effective resource management/planning that reflects current and future business requirements ensuring that the correct balance of numbers, skills and experience by playing an active role in recruitment and exits. This includes evaluating requests from direct reports for additional staff and may agree on overall headcount requirements with the Chief Retail Banking on an annual basis.
• Sign-off leave requests received from direct reports.
• Initiate discipline charges when required. Follow the discipline process together with HR and an independent chairperson.
• Motivate staff and ensure they are recognised through the Bank’s recognition program.
• Create an empowering environment for direct sales and scheme loans staff encouraging individual ownership and initiative to maximise sales opportunities.
• Agree on targets together with the Chief Retail Banking and take accountability for the overall achievement of performance objectives for the sales team – employee satisfaction, customer experience, sales growth and income contribution, cost performance, risk and rigour management.
• Cascade sales targets and agree with individual direct reports.
• Budget accountability.
• Accountable for achieving annual sales targets as agreed. Such targets include product lines, utilized and income generated.
• Sign off on invoices and all payments within the overall annual cost budget as agreed with the Chief Retail Banking.
• Deputise line manager when requested
• Pursue your development to increase personal effectiveness and acknowledge strengths and areas of development.

KNOWLEDGE, SKILLS, AND EXPERIENCE REQUIRED:
• A Bachelor’s degree in Business Administration, Computer Science or Economics
• Advanced Leadership Training
• Commercial awareness and customer focus
• Awareness and understanding of dfcu’s products and services to generate leads.
• A working knowledge and understanding of relevant legislation. KYC, Anti-money laundering, service standards, health and safety standards etc.
• A good understanding of the outlets’ performance objectives growth of sales, risk, rigour, cost control and income contribution.
• A sound knowledge of the bank’s internal departments, systems and procedures.
• Detailed understanding of competitor products and services.
• Strong People management and Leadership skills
• Outgoing, self-motivated, assertive and proactive.
• A self-driver who is oriented and able to meet deadlines.
• Excellent communication, interpersonal and negotiation skills.
• Good presentation skills to senior-level audiences
• Strong analytical and innovative abilities.
• Effectiveness & full of passion for the organization
• Ability to develop a succession plan and mentor potential successors for key roles within the subdomain