Sales Team Leader at Sidian Bank

JOB PURPOSE

The job holder will be responsible for managing and motivating the Direct Sales team to achieve the Bank’s sales and revenue targets through effective acquisition of new customers, growth of existing customer relationships, cross-selling of banking products and deliver excellent customer service. He/she will also drive sales performance, manage sales pipelines, coach sales staff and monitor field activities by ensuring that all sales are conducted in accordance with the Bank’s policies, procedures and applicable regulatory requirements.

KEY RESPONSIBILITIES

• Business Development
• Sales Leadership and Target Achievement 
• Team Management and Performance
• Customer Experience
• Personal Leadership & Development
• Risk & Compliance

Business Development

• Lead a team of Direct Sales in all branches to execute new to bank customer marketing campaigns to promote the company products and increase brand awareness;
• Manage, organize, implement and coordinate sales activations and promotions effectively in liaison with all stakeholders;
• Work closely with Branches, Relationship Managers and other business units to maximize customer acquisition and revenue opportunities;
• Participating in sales calls with the branch and sales representatives to observe their techniques provides real time feedback and help them close deals;
• Identifying skills gaps by assessing the strengths and weaknesses of each team member and recommend training and development opportunities on the identified gaps and improve overall performance; 
• Conduct regular trainings sessions to enhance team skills and product knowledge, ensuring compliance with industry regulations;
• Develop partnerships and referral channels that support customer acquisition;

 Sales Leadership and Target Achievement

• Develop and execute strategies to achieve personal and Direct Sales assigned sales targets;
• Set individual goals by working with each team member to set achievable goals and KPI’s that align with bank’s objectives;
• Achieve the set sales targets: meet or exceed the monthly, quarterly, and annual sales targets and report on sales performance within the scheduled timelines;
• Translate departmental sales objectives into individual targets for sales team members;
• Motivating the sales team to meet their targets, celebrating their successes and help them bounce back from setbacks;
• Monitor daily, weekly and monthly sales performance against targets and identify performance gaps and implement corrective actions;
• Drive acquisition of new customers through Direct Sales and field-based activities;
• Promote the Bank’s products and services to targeted customer segments;

Team Management and Performance

• Lead, supervise and motivate the Direct Sales team;
• Allocate sales territories, leads and portfolios to team members;
• Set clear performance expectations and monitor individual performance;
• Conduct regular team meetings and performance reviews;
• Coach and mentor sales staff to improve their sales capabilities;
• Identify training and development needs within the team;
• Recognise high performers and address underperformance promptly;
• Support recruitment and onboarding of sales staff where required;

Customer Experience

• Through the Direct Sales ensure that customers receive professional and consistent service during the sales process;
• Resolve escalated customer complaints and sales-related issues;
• Monitor customer feedback and identify opportunities for improvement;
• Promote customer retention and long-term relationships rather than one-off sales;
• Ensure sales practices support the Bank’s customer experience standards;

Personal Leadership & Development:

• Manage self: Show drive and motivation, an ability to self-reflect and a commitment to learning;
• Communicate effectively communicate clearly, actively listen to others, and respond with understanding and respect;

• Commit to Customer Service: provide, customer-focused services in line with banking sector and organizational objectives – adherence to the bank customer service charter and ensure personal accountability so as to meet the laid down Service Level Agreements (SLA) and work within stipulated Turn Around Time (TAT);

• Work Collaboratively Collaborate with others and value their contribution;
• Deliver Results Achieve results through the efficient use of resources and a commitment to quality outcomes;
• Think and solve problems, analyze and consider the broader context to develop practical;
• Keeping abreast with staff communications, attending staff meetings – morning huddles and weekly progress meetings;
• Responsible for own career within the bank and preparing an annual Personal Development Plan (PDP) and ensuring its actualization;
• Adherence to the banks policies and procedures, dress code, code of conduct, HR policies and procedures and follows laid down grievance and disciplinary procedure to ensure a conducive work environment;
• Closure of identified deficiencies from concluded audits, correction within stipulated timelines, and ensure no repeat findings;
• Live the brand values as a Sidian Bank brand ambassador and always project the right image of the bank to both staff and customers.

Risk & Compliance

• Ensure that all customers onboarded to the bank meet the minimum criteria and are screened adequately considering the Banks AML/CFT/CPF guidelines and escalation of any suspicious accounts:
• Through the Direct Sales, ensure all sales activities comply with the Bank’s policies and procedures:
• Ensure proper customer identification and documentation in line with KYC requirements;
• Ensure Direct Sales staff comply with AML/CFT requirements and applicable banking regulations;
• Promote responsible selling and avoid misrepresentation of products;
• Monitor the quality and completeness of customer application documentation;
• Ensure appropriate customer consent and data protection requirements are observed;
• Work with Compliance, Risk and Operations teams to resolve sales-related control issues;

ACADEMIC BACKGROUND

• University degree in Business Administration, Marketing, Finance, Economics, Banking or a related field.
• Master’s degree will be an added advantage.

WORK EXPERIENCE

• At least five (5) years’ relevant experience in banking, sales or business development.
• At least two (2) years’ experience in a supervisory or team leadership role.

SKILLS & COMPETENCIES

• Excellent communication and interpersonal skills;
• Excellent Business Presentation skills;
• Good financial analysis skills;
• Excellent problem solving and decision-making skills;
• Knowledgeable in credit, legal (conveyancing) and lending knowledge;
• Knowledge of banking processes and Banking Law;
• Demonstrate an understanding of the Banking Act, CBK prudential guidelines and credit policies;
• Strong negotiation and networking skills;
• Good performance track record in business development;
• Strong innovative and creative thinking skills.

PROFESSIONAL CERTIFICATION

• Diploma in Banking – AKIB (added advantage)