The Ugandan Jobline

• Formulate and implement sales attraction
  strategies that will facilitate the achievement of sales objectives within
  different segments of the local market.
• Oversight of all the direct, acquisition
  sales functions in order to put profitable business on the books through
  the acquisition and retention of new-to-bank customers in the appropriate
  segments.
• Coordinate and drive sales activities
  across all products and channels to effectively improve and optimise
  revenue growth, expand business and improve sales productivity.
• The incumbent will also coordinate and
  integrate all sales units, including those managed by product houses, into
  an effective and cohesive sales force.
• Ensure the effective leveraging of
  business opportunities through personal and business interplay.
• Keenly monitor PBB sales performance and
  identify areas of concern. Coordinate the development and implementation
  of corrective tactics to address underperformance.
• The incumbent will also ensure effective
  lead generation, management and fulfilment across all channels and
  business partners to enhance customer value extraction.
• Overall responsibility for the execution
  of all sales initiatives across the Bank.
• The jobholder will also identify new
  opportunities for the Bank to engage with all stakeholders that will
  influence and increase business at all levels
• Research and analyse the local market to
  understand key business drivers, market changes and influences, customer
  behaviour, opportunities, and competitor activity. Develop and implement
  appropriate bank-wide sales activities based on research findings.
• Identify strengths and weaknesses in the
  sales operation and ensure that suitable actions are taken to address
  concerns and maximise strengths.
• Coordinate the process of ensuring the
  creation of adequate sales capacity and optimisation of sales resources.
• Drive reward and recognition programs in
  the Business Unit through the appropriate line management functions.
• Responsibility as final arbiter of channel
  conflict.
• Send feedback as efficiently as possible
  to the network and perform the role of clearing house. Provide feedback to
  the appropriate head office entities regarding customer and product in
  order to enhance/ improve offerings.
• Overall responsibility for ensuring the
  development, implementation and execution of marketing initiatives that
  support the business objectives.
• Ensure a consistent, encompassing customer
  experience and growing our new-to-bank customer base through effective and
  efficient on-boarding and referral process.

• Ensure respective acquisition channels
  conduct needs analyses to identify customer needs effectively when opening
  new accounts or offering appropriate products,
• Ensure complete disclosure to the
  customers in terms of accreditation service fees, and commission.
• Ensure proper record keeping
• Play a strong governance role regarding
  the National Credit Act across all channels and segments.

• Identify and manage business risks from
  both a customer and bank perspective by ensuring that appropriate control
  mechanisms are in place to minimise risk exposure.
• Ensure compliance with rules, regulations
  and legislation governing the Ugandan financial services industry. This
  includes ensuring adherence to the Code of Banking Practice.

• Overall responsibility for delivery
  against the sales budget.
• Regularly monitor and manage sales
  performance, ensuring the sales tactics are monitored and adjusted as needed
  to remain competitive and to secure increasing market share. This includes
  leveraging the market and available resources to maximise profitability.
• Ensure the prudent management of corporate
  assets.

• Build and maintain healthy working
  relationships with the management of branch and business banking (regional
  managers, suite heads, business banking managers, etc) to ensure a
  cooperative, collective management of an effective sales force.
• Maintain a visible and active presence in the
  local market to establish new relationships and support existing
  relationships in order to enhance acquisition of new-to-bank customers.
• Establish and maintain an internal
  relationship network with key stakeholders in Branch & Business
  Banking, Marketing, Private Banking, VAF, Credit and CIB, as well as with
  independent financial agents to market product and service offerings.
• Build a professional image in the network
  and ensure that synergies and teamwork takes place in order to optimise
  sales delivery.
• Act as point of entry for other channels
  regarding sales.
• Foster a team approach by actively
  building strong working relationships with management and staff.
• Support the change manager regarding any
  change initiatives to be implemented to reduce disruption to normal
  business activities.

• Ensure that clear sales targets and goals
  are set for all sales staff.
• Ensure that all sales resources are
  profiled and recruited accordingly.
• Facilitate the alignment of all sales
  structures into a cohesive and complimentary sales force.
• Foster equity within sales teams, actively
  ensuring that transformation targets are met.
• Monitor and manage the performance,
  development and career planning of acquisition staff.
• Provide guidance and coaching to staff regarding
  sales activities
• Implement appropriate sales training
  programmes in conjunction with stakeholders.
• Develop and implement an effective reward
  and recognition system that speaks to individual and team needs.

• The ideal candidate for the Stanbic Bank
  Head Sales career placement should hold a relevant first degree in
  Business e.g. BCom, Marketing etc
• At least eight to ten years’ experience in
  a Personal & Business Banking environment.
• Proven sales track record in the financial
  services industry.
• Previous exposure and experience in
  leading a large diverse sales team
• Extensive knowledge of business economics
  and financial management principles and practice.
• Strong financial acumen / understanding of
  practical financial management.
• Knowledge of sales and marketing theory
  and principles.
• Knowledge of products across segments.
• Knowledge and understanding of market
  segmentation value propositions and customer profiles per micro–market.
• Knowledge of distribution channels available
  and how these can be leveraged.
• Comprehensive knowledge and understanding
  of the back office sales administration systems, procedures and processes.
• Knowledge of sales delivery benchmarks and
  standards.
• Knowledge of local competitor tactics,
  distribution channels and product offerings.
• Thorough knowledge and understanding of
  the credit scoring process and lending criteria.
• Thorough knowledge and understanding of
  the Code of Banking Practice and its application in a sales context.

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