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Job Summary

Overall job purpose

The External Sales Consultant is responsible for actively pursuing sales growth (volume and value) and service delivery competitiveness by:

• Owning & Deliver on all individual performance targets for the allocated portfolio of external sales activities (Full Accountability)
• Support collaborative sales activities between relationship banking, business bank and corporate bank
• Uphold sales disciplines required to support sustainable relationships in relevance to scheme Management
• Plan and conduct education on Absa’s value proposition to customers in support of sales, and migration targets within the area
• Identifying opportunities and represent Absa on external sales engagements within assigned areas e.g. workplace banking schemes, public forums, major events, festivals etc.
• Improving overall Absa performance through the identification of sales, cross sell opportunities and active engagement and partnership with colleagues (branches, across BU, region etc) to deliver against these
• Actively building networks and relationships within the assigned area that supports lead generation and Absa visibility across the region

Job Description

Key accountabilities

Planning and Growth

• Accountable for achievement of sales performance objectives in terms of sales target achievement for Inclusive Banking, Entry Level and Bulk Acquisition Sales, in the B2C environment.
• Deliver sales and service delivery targets within the assigned areas of responsibility
• Collaborate on sales opportunity leads across business disciplines (RB, CIB, Physical Channels)
• Take Accountability for end-to-end fulfilment of sales execution within prescribed sales standards, and actively drive scheme penetration for EVP Schemes to deliver on sales and service targets for the region
• Actively contribute to Regional Sales strategy and plans
• In conjunction with ES RM/TL, proactively devise weekly plans and activities to drive sales growth
• Proactively identify cross sell opportunities partnering with colleagues to deliver these effectively in the assigned area
• Actively monitor, and take accountability, for own sales and service performance across the region and proactively identify opportunities to improve sales and service delivery or enlist coaching and support where necessary to do so
• Establish networks within the defined area to enlist opportunities for Absa presence at key events and forums in line with the regional or area plans
• Identify and prospect future potential clients turning leads into real business opportunities
• Leads Management – proactive utilisation and conversion of assigned leads
• Provide relevant and insightful feedback to product and performance teams on initiative mechanics and client feedback to drive enhancements in sales and service
• Proactively engage existing clients on new products and services and migration strategies in alignment with One Absa business objectives
• Actively mine EVP Schemes to deliver on sales and service targets for the region
• Effective sales execution planning (activities, time management, resources, travel etc.)
• Ensure you act in line with the External Sales Disciplines and New Ways of Work
• Higher dependency on New to Bank (NTB) and New to Transact (NTT) Acquisition
• Identify and Execute Campaign Management to execute on business growth
• Daily sales planning to align to attainment of benchmarked core sale efficiencies
• Strategic Time Management: apply and reflect on time management plan

Customer and Stakeholder Management

• Proactive understanding and assessment of customer segment to support sales and activity planning and sales
• Proactively engage customers on needs analysis, as well as products and services and then enable the delivery of an end-to-end client solution through a thorough understanding of Absa products and customer needs
• Proactively resolve client queries, concerns and complaints, with focus on first point of contact resolution
• Ensure a holistic service and customer experience, as a standard, for all clients aligned to the overall external sales team process and methodology.
• Positively contribute to customer experience score levels to attain >92%
• Customer Relationship Management – Participate in client engagement routines (planned visits) for improved sales and service delivery
• Act as a Brand Ambassador in all client and business activities

Colleague

• Actively contribute to ES Team and Region in all activities
• Monitor Individual Sales Performance and support peers towards attainment of Team performance
• Identify process efficiencies and share best practices in the External Sales team
• Proactively network & research to stay current on key areas of expertise and to support business/sales growth initiatives
• Live the Absa Values and support colleague engagement through positive and collaborative team behaviour

Risk and Regulatory Management

• Ensure all policies and procedural, regulatory and compliance requirements are fully adhered to, at all times
• Ensure the effective use and management of devices and resources availed to execute role requirements. (E2E Mobility device & accessories, marketing collateral etc. Including systems & software updates.)
• Ensure appropriate product and service solutions are provided to customers through quality consultations e.g no mis-selling
• Apply effective governance & controls in execution of sales (quality documentation etc.) of sales and service delivery for the portfolio
• Keep updated on all regulatory requirements and changes in business and apply appropriate requirements and sales standards/practices.
• Aligned sales activity, sales and service reporting and migration planning
• Devise and apply accurate reporting to support sales planning and activities

Education

Bachelor’s Degree: Business, Commerce and Management Studies