Area Sales Manager- Personal Banking at I&M Bank

JOB SUMMARY:

The position is responsible for managing and supervising the performance of personal banking sales staff to achieve the sales targets for the products assigned. It also involves sales activity planning and implementation within assigned region/area, deployment of team, actual sales and performance reporting.

KEY DUTIES AND RESPONSIBILITIES

SUPERVISION OF DIRECT SALES EXECUTIVES

• Act as enabler to the Direct Sales Executives (DSEs) under supervision by providing them with the tools and information to optimize sales.
• Through leadership to the DSEs, achieve the set annual sales targets. Monitor the performance of the DSEs on a daily, weekly, quarterly, and annual basis and provide coaching and feedback on how to improve performance.
• Agree individual targets with the team members for personal banking products – assets, deposits, credit cards, banca, NTB CASA and other retail products.
• Work with the Branches to manage daily attendance levels within the team in compliance with the relevant HR policies and procedures.
• On a daily basis, monitor the activities of the DSEs to ensure that the planned meetings and activations are being carried out in the field. This include ensuring daily morning hurdles in the branches.
• Motivate staff and ensure that they are recognized through the Bank’s recognition schemes.
• Identify the training needs of the team and arrange for these to be met through on the job coaching and formal training. Communicate a summary of the training needs to Senior Manager Personal Banking Sales and HR at least quarterly.
• Sit for DSEs recruitment interviews based on shortlist provided by HR.
• Induct new DSEs and ensure that they participate in formal induction training as well as compulsory compliance training courses. Ensure their deployment to their stations and regularly monitoring any gaps to be filled as per the approved optimal complement.
• Ensure that the DSEs under his/her region/area understand the compensation plans in place.

SUPERVISION OF SALES ACTIVITIES

• Planning and organizing activations to create awareness of our Bank Products within assigned area and liaising with external agencies as required.
• In liaison with the Regional Managers and Branch Managers, lead and supervise sales promotion campaigns and activities in the region assigned to ensure maximum value output.
• Monitor sales performance on a daily, weekly, and monthly basis and provide reports to the Line Manager. These includes work plans, sales reports and business pipelines in all product areas.

BUSINESS EXPANSION

• Work with the branches and scheme RMs to unlock sales in companies through sales activations and financial trainings
• Work with sales teams and Regional Managers to bring leads on new company signs ups
• Visiting potential and existing customers to present company offerings and build brand awareness.

OPERATIONAL RIGOUR, COMPLIANCE AND CONTROLS

• Ensure that all activities and duties are carried out in full compliance with regulatory requirements, I&M Bank policies, standards and procedures
• Understand and manage risks and risk events (Incidents) relevant to the role.
• Ensure accuracy of each new account application, loan documents and all other customer documents.
• Achieve operational rigour excellence in all aspects of procedures and processes personally undertaken to ensure green audit.
• Ensure compliance with all I&M Bank operational risk requirements eg Health and Safety standards and Security, KYC and anti-money laundering regulations.
• Effective staff exit management
• Effective management of staff performance records.

 OTHERS

• Share knowledge and experience with other Sales Managers in the team.
• Provide cover for other Sales Managers in case of absence.
• Share knowledge and experience and best practices with team members and broader business
• Deputize for Senior Manager Sales when required

PERSON SPECIFICATIONS

• Analytical Skills, Team Management, and Selling skills
• Customer Service and Communication skills
• Proven experience in leading sales teams and achieving targets
• Excellent interpersonal and negotiation skills
• Strong problem-solving abilities and attention to detail
• Ability to work under pressure and meet deadlines
• Previous experience in the financial services industry is a plus
• Bachelor's degree in Business Administration or related field