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.
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