Sales Force Effectiveness Champion at I&M Bank

Job Description

REF: SFEC/12/2017

JOB SUMMARY:

The role holder will be expected to play a central role in monitoring adherence to SFE (Sales Force Effectiveness) tools and routines across all branches under their supervision as well as coordinating pre and post roll-out interventions and future roll-out logistics. The role holder will act as the central owner of tools and materials while utilizing the same to forecast, escalate SFE-related resourcing needs and assess impact of SFE.

KEY RESPONSIBILITIES:

The role will report to the General Manager-Personal and Business Banking and will be responsible for:

• Introducing the SFE program to RMs (Relationship Managers) / BMs (Branch Managers) and CSOs (Customer Service Officers) where needed.
• Reaching out to branch leadership and providing heads-up sales effectiveness.
• Identifying key stakeholders and available resources.
• Finalizing program logistics.
• Requesting data from branch leadership and compiling basic information on branches using Management Information System (e.g., RMs, targets, clients, cross-sell ratio etc.)
• Instilling SFE fundamentals in RMs & BMs
• Ensuring daily morning Huddles are conducted across the network.
• Facilitating daily and weekly training & coaching sessions.
• Tracking activities and sending out weekly email on SFE performance and sustainability
• Serving as a resource for coaching and development
• Advising senior leadership on the progress of the program
• Working to transition SFE capability to branches
• Monitoring impact, sustainability and performance of SFE.
• Updating leadership with weekly performance reports and Key Performance Indicators dashboards
• Coordinating post-rollout interventions and future roll-out logistics
• Taking full ownership of monitoring tools (KPIs/dashboards)
• Identification of future resourcing needs

QUALIFICATIONS AND COMPETENCIES

• Bachelor’s degree in a Business related field from a recognized institution.
• At least 2-3 years’ experience in a business development or in an analyst role in a financial institution preferably a bank
• Highly motivated, enthusiastic, proactive , flexible and result oriented
• Strong planning skills , organization and presentation skills
• Strong customer focus and proven relationship- building skills
• Leadership, especially influence/negotiation. Ability to go “toe to toe” with CVPs to create a relationship as an equal business partner.
• Hardworking, persistent, and dependable.
• Deep understanding of market dynamics, business strategy, customer trends, and competitor shifts to influence decision making.
• Excellent communication and interpersonal skills;
• Ability to drive performance and manage resources.
• Strong marketing and networking skills.
• Good financial analysis and reporting skills;
• Excellent problem solving and decision-making skills;
• Knowledgeable in credit, legal (conveyancing) and lending knowledge;
• Basic understanding of Banking Law; and
• Knowledgeable in the Banking Act, CBK prudential guidelines and credit policies.