Area Sales Manager, Personal Banking at I&M Bank

Job Purpose:

• The position is responsible for managing and supervising the performance of personal banking sales staff (DSEs & Personal Bankers) 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 Responsibilities:
Sales Strategy & Execution:

• In Collaboration with Head of Sales, develop and implement sales strategies to increase revenue and profitability by driving all product lines -Loans, CASA, NTBs, Banca, Credit Cards and other cross-selling products.
• 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 and open business opportunities for the sales teams in the assigned region.
• Plan for activations and drive the set targets.
• Analyze customer trends and market opportunities to guide branch-level execution.

Team Leadership:

• Lead, recruit, coach, and manage Personal Bankers and DSEs to ensure productivity and goal achievement.
• Conduct regular performance reviews, provide feedback, and support individual growth.
• Resolve team issues, motivate staff, and foster a high-performance sales culture.

Customer & Relationship Management:

• Strengthen relationships with key customers and community partners to drive business.
• Support customer acquisition, onboarding, and retention through quality service.
• Drive brand visibility and customer engagement across all touchpoints.

Operational Support:

• Guide branches effective onboarding, product education, and day-to-day personal banking processes.
• Monitor performance at the individual and branch level; identify areas for improvement.
• Conduct branch visits, review field activity, and document key findings.

Compliance & Risk Management:

• Ensure all personal banking activities comply with AML, KYC, and CTF policies.
• Maintain accurate records and ensure regulatory and policy adherence by the team.
• Escalate risks or irregularities in line with bank procedures.

Collaboration & Reporting:

• Work closely with branch leadership and central support teams (e.g., Product, Marketing, Risk) to align goals.
• Report on personal banking performance, pipeline health, and key initiatives.
• Share insights and best practices across the network to drive continuous improvement.

Key Competencies:

• Recruitment of staff – onboarding and training of sales teams before deployment to branches.
• Contract renewals – for contract staff (DSEs), he/she will provide recommendations for contract renewal/termination based on performance.
• Marketing – planning activations across the region which involves obtaining approvals for costs to be incurred for transport/travel, printing of materials/merchandize.
• Staff Hiring, Training and deployment – Onboarding and posting sales teams on need basis. 
• Taking disciplinary action – poor performance and other disciplinary issues.
• Re-training – identifying areas of refresher training across all sales teams and other branch teams.
• Performance monitoring –holding meetings for feedback generation with sales staff and support staff in performance improvement for those in PIP.

Academic Qualifications:

• Bachelor’s degree in commerce, Marketing, Banking & Finance, Strategic Management or its equivalent from a recognized University.
• Master's degree is an added advantage.

Work Experience:

• 1-3 years in a similar role.

Required Skills:

• Commercial acumen skills.
• Strong leadership and team management skills.
• Stakeholder management skills.
• Excellent communication and presentation skills.
• Strong interpersonal skills.
• Operational excellence.