Manager Direct Sales at Family Bank Ltd

Job Purpose:

The Manager – Direct Sales Force is responsible for leading, motivating, and managing a team of direct sales representatives to achieve and exceed sales targets, expand market share, and enhance customer acquisition and retention through effective strategy implementation and operational excellence.

Key Responsibilities:
Sales Strategy & Execution:

• Develop and execute innovative sales strategies and programs to meet the Banks 5-year growth plan,
• focusing on new market penetration and key demographic capture.
• Set sales targets, KPIs, and incentive frameworks for frontline sales teams.
• Drive sales through proactive lead generation, direct customer engagement, and effective product/service presentation
• Monitor competitor activity and market trends to optimize sales approaches.

Team Leadership & Performance Management:

• Lead, mentor, and motivate the direct sales teams to achieve individual and team targets.
• Implement KPI-driven performance management, coaching, and development programs.
• Foster a high-performance, accountable, and customer-focused culture.
• Train and mentor sales representatives, providing on-the-ground support and fostering a highperformance culture.
• Monitor sales metrics, analyze performance data, track KPIs, and report results to senior management.

Revenue & Portfolio Growth:

• Driving growth in retail deposits, loans, MSME lending, and digital banking adoption.
• Monitor sales performance, pipeline health, and conversion rates.
• Collaborate with Marketing, Product, and Digital Banking teams to generate lead and optimize campaigns.

Customer Relationship & Experience:

• Ensure frontline teams provide exceptional customer engagement and service.
• Address escalated client issues and implement resolution strategies.
• Enhance customer acquisition, retention, and cross-selling metrics.
• Build and maintain strong relationships with key clients and partners to ensure customer satisfaction and loyalty

Reporting & Analytics:

• Monitor and report on sales KPIs, revenue growth, and team performance.
• Utilize CRM and analytics tools to track pipeline, client activity, and sales effectiveness.
• Any other official duty that may be allocated from time to time.

Key Performance Indicators (KPIs):
Business Growth & Revenue:

• Achievement of sales targets for deposits, loans, MSME, and digital products.
• Number of new clients acquired through direct sales channels.
• Revenue growth and cross-selling ratios.

Team Performance:

• Achievement of individual and team sales KPIs.
• Employee engagement, retention, and development within the sales team.
• Training completion and adoption of sales best practices.

Customer Experience:

• Customer satisfaction and retention rates for clients acquired via direct sales.
• Resolution of escalated complaints and issues.

Process & Operational Efficiency:

• Sales process adherence and conversion efficiency.
• Effective use of CRM and analytics tools to manage pipelines.
• Ensure all sales activities adhere to company policies, procedures, and industry regulations.

The Person:

The ideal candidate must possess the following:

Qualifications & Experience:

• Education: Bachelor’s degree in Finance, Business Administration, Marketing, or related field. MBA preferred.
• Professional Qualifications: Relevant certifications in sales, marketing, or banking are an advantage.

Experience:

• Minimum 5 years in retail banking, financial services, or direct sales management.
• At least 5 years in a leadership role managing direct sales teams, preferably in banking.
• Proven track record of driving revenue growth, portfolio acquisition, and team performance.
• Experience in digital banking sales or MSME banking is highly desirable.

Technical Competencies:

• Expertise in retail, MSME, and digital banking sales strategies.
• Strong knowledge of direct sales management, distribution channels, and client acquisition.
• Ability to analyze sales data, market trends, and pipeline metrics.
• CRM and sales analytics proficiency.
• Business development, negotiation, and relationship management skills.

Behavioral Competencies:

• Results-driven with a strong target orientation.
• Leadership and team-building capabilities.
• Strategic thinker with excellent problem-solving skills.
• Customer-centric mindset with focus on engagement and retention.
• Adaptable, resilient, and innovative in a fast-paced, high-growth environment.