Sales & Business Development Manager, Mortgages at Absa Bank Limited

Job Description (adsbygoogle = window.adsbygoogle || []).push({}); Absa Bank Limited (Absa) is a wholly owned subsidiary of Barclays Africa Group Limited. Absa offers personal and business banking, credit cards, corporate and investment banking, wealth and investment management as well as bancassurance. Job Summary The Sales/BD Manager will primarily be responsible for enhancing mortgages product penetration within the Retail Banking portfolio, setting up mortgage schemes, and organizing sales activities to drive mortgage uptake within the various customer segmentsCreate effective partnerships with key internal stakeholders to build ecosystem synergies toward Mortgage uptakeCreate effective partnerships with key players in the real estate sector to increase NTB businessMaintain effective incentive schemes for Estate Agents to ensure there is traction in each of the strategic partnersManage leads generated through partnerships with property website listing companiesTo deliver exceptional retail business performance through Home Loan sales & excellent customer service in respective hubs/branches Key Accountabilities/Deliverables/Outcomes and approximate time splitSales & Service – time split 70% To deliver exceptional retail business performance through Home Loan sales & excellent customer service in respective hubs/branchesTo develop and maintain a high profile for Home Loans within branches Manage and drive the business growth through the execution and implementation of the country mortgage strategy for AbsaWork with various Absa Business functions to facilitate business growth in clients wanting to do business in the Retail portfolioIdentify and engage all stakeholders, role players, and industry forums to understand changes to strategy, regulations, and markets.To ensure that all aspects of operational rigor are maintained when involved in the home loan processIncrease the number of active relationships the respective branches have with various players in the property market focusing mainly on Developer’s Estate AgentsPartner with the Marketing Team to ensure successful results in various marketing initiatives e.g., Customer events, Mortgage Expos, Developer Partnerships e.t.c.Drive sales from the Mortgage Sales OfficersAchieve & Exceed Mortgage & Cross Sale TargetsManage all queries and complaints from this channel by taking ownership, escalating where necessary, and resolving in a timely manner.Deliver world-class customer service practices and ensure adherence to our Service standards.Participate in country-level Mortgage marketing campaignsMaintain Mortgage sales performance statistics for management information usage Operations and Rigor – time split 20% Achieve operational rigor excellence in all aspects of procedures and processes are undertaken to ensure satisfactory audit.Follow the Retail end to end procedures for Mortgage ensuring new accounts are KYC compliantEnsure the Bank’s Mortgage lending criteria are metEnsure compliance with operations risk & rigor requirements e.g. Health & Safety standards and security of premises. Team Management – time split 10% Build and motivate a high performing Mortgage Sales & service team committed to achieving consistently high levels of performanceDevelop and agree on individual performance objectives and measuresProvide regular reviews of individual and team performance against agreed objectives.Clearly define service objectives, standards, and strategies for Mortgage sales.Provide ongoing coaching and feedback.Identify development/training plans to satisfy those needs. Role/person specificationPreferred Experience A high level of drive and determinationCompletion of the certificate on Mortgages product trainingKnowledge of legal processes involved with property purchasesound working knowledge of our competitors’ products & services Knowledge and SkillsEssential A good understanding of Retail goals & objectivesA thorough understanding of the sales processIn-depth knowledge of the Mortgages product and lending policiesGood working knowledge of internal and generic Mortgages, purchasing, and related processes.Good working knowledge and understanding of relevant Mortgages legislation e.g. KYC, Money laundering, banking code, service standards, health & safety standards etc. Technical Competencies Excellent Planning & Organisation skills Very strong Communication & questioning skillsGood PC skillsNetworkingGood Selling/influencing skillsQuality consciousSensitivityTeam workingPresentation skillsListening skillsCustomer service orientation Relationship Management Negotiation and presentation skills Good numeracy & analytical skills – Financial analysis and adviceDecision making