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Job Title:  Senior Manager, Retail 

Organisation: KCB Bank Uganda

Duty Station: Kampala, Uganda

About US:

KCB Bank Uganda which is part of KCB Group, East Africa’s largest commercial bank that was established in 1896. Over the years, the Bank has grown and spread its wings into Tanzania, South Sudan, Uganda, Rwanda and Burundi completing the East African circuit in the year 2012. Today, the Group has the largest branch network in the region with over 238 branches, 950 ATMs and 8,000 agents offering banking services on a 24/7 basis in East Africa. KCB Bank Uganda was established in the year 2007 and has grown to become one of Uganda’s top ten commercial banks.

Job Summary:  The Senior Manager, Retail will provide functional support for all Retail sales activities countrywide including but not limited to driving the achievement of sales targets and influencing customer focused behavior.

Key Duties and Responsibilities:

Sales Management

• Drive, allocate and monitor the retail sales budget and strategies under the different market segments.
• Daily/weekly/monthly measurement and analysis of key sales indicators: leads, referrals, applications, decline rates, take up rates, utilization, active accounts and in active accounts and account closures as well as some related financial key indicators: assets and liabilities, margins.
• Provide input and guidance in the development of annual retails country sales plans including running back-to-back sales campaigns.
• Drive sales activities and campaigns working hand in hand with the Branches, Product, Marketing and Communication departments.
• Translate sales plans into meaningful sales scorecard at a Branch and individual level (e.g. Manager Branch Sales, WPB Consultant, SRO’s)
• Visit Branches, Sales staff and customers to drive sales productivity.
• Continuously monitor and recommend appropriate responses and action to competitor activity.
• Drive channel optimization within the network
• Guide the branch teams on sales performance inclusive of specific tactics for improvement and optimization.
• Proactively drive and be involved with projects that aim to improve sales measurement, performance tracking and MIS.
• Create customized sales reports to the Head of Retail, head office Retail Managers, Branch teams and other stakeholders based on agreed report process and timelines.
• Align sales productivity to retail financials.

People Management

• Provide sales coaching to branch staff as required.
• Identify knowledge and skill gaps then work with the Branch Manager and HR Business Partners to recommend appropriate interventions.
• Agree performance contracts, monitor, review and appraise sales staff in order to maintain performance at required levels.
• Conduct meetings with sales staff to communicate relevant information and obtain feedback on sales issues within the branches.
• Manage the on-boarding and probation process for new and existing employees.
• Manage leave for direct reports against quality customer service.
• Participate in the recruitment processes for the salespeople.
• Make talent recommendations to the Head of Retail and the HRBP
• Drive, allocate and monitor the retail sales budget/ strategies under the different market segments.

Risk and Control

• Identify and manage business risks from both a customer and bank perspective by adhering to the appropriate control mechanisms to minimize risk exposure.
• Drive KYC compliance for existing and new business under retail
• Take action on non-KYC complaint accounts opened within the retail segments.
• Take action on non-funded accounts opened in the retail department.
• Respond to and follow through all sales audit/risk issues raised by auditors within agreed timelines and laid down procedures.
• Address, support on audit and risk findings within the branches as and when they arise.

Daily Responsibilities

• Retail Sales Performance: Review and track sales KPIs daily and report to Head of Retail.
• Retail Sales Performance: Initiate projects for effective accounts activations, lending schemes for salary, SME and deposits
• Manage the SRO (Sales relationship officers) channel
• Regular branch visits for support and regular visits to various entities/ institutions for business activities
• Mitigate Risk (fraud, forgeries, KYC)

Broader Objectives And Responsibilities

• Strategy: The Sales Manager will play a strategic role in building creative sales strategies that are focused on retail satisfaction and overall revenue generation for Retail business. The Sales Manager will create goals that comply with the attainment of the business’s overall objectives and strive to meet and exceed these goals.
• Analytics: The Sales Manager will also play an analytical role in conducting research and performing analyses on the performance of Retail department and ensure prompt delivery and accuracy of daily/weekly/monthly/quarterly reports to head of Retail. This is for the purpose of identifying areas of improvement in the business’s marketing strategies, identifying opportunities, and understanding the market and competitive environment.
• Industry Participation: The Sales Manager also has a duty to represent the business beyond the sales department. The Sales Manager will participate in tradeshows, sales workshops, sales seminars, and events on behalf of the bank. This is for the purpose of collecting qualified leads and pertinent sales information as well as keeping up with market trends to ensure that the business does not lag behind of other players.
• Relationship: The Sales Manager also has a responsibility in the development and maintenance of relationships on behalf of the sales department and the business as a whole, for example, between the consumers and external partners. The Sales Manager will be responsible for developing and building relationships and partnerships by being attentive, service-oriented, friendly, helpful, and courteous to customers, colleagues, external partners, and so forth.
• Knowledge and Opportunity: The Sales Manager also has a duty to identify and develop new market opportunities for the business. In this capacity, the Sales Manager will develop and maintain knowledge of consumer & SME competitor, and market trends. He/she should stay up to date with industry best practices and standards through attending events and seminars, attending individual and group training programs, and reading industry publications and newsletters.
• Collaboration: The Sales Manager also will play a collaborative role, partnering up with other departments (other than Retail) to ensure appropriate support for the sales department to ensure optimal performance. He/she also will partner with the marketing department in ensuring that strategies and objectives are aligned, ensuring that marketing initiatives support sales efforts and that these strategies are all aligned to the business’s overall objectives.
• Other Duties: The Sales Manager will perform other duties as are necessary in the execution of his/her duties and any other duties delegated by the Head of Retail, the Managing Director, and any other Heads of Functions.

Qualifications, Skills and Experience:

• A bachelor’s degree with a bias in a Business-related field.
• Sales leadership training.
• 5 years of professional experience in banking with at least 3 years in a managerial role within Retail sales.
• Excellent communication interpersonal, and negotiation skills.
• Ability to influence solid working relationships with corporate companies.
• Ability to plan and execute sales drives in a competitive environment.
• Exposure to customer service and the ability to handle conflicts and client complaints.
• Excellent stakeholder management skills.
• Computer knowledge especially working with spread sheets, power point and word processor.
• Be a team player with ability to lead and work under minimum supervision.
• People management skills with the ability to influence others to deliver.

How to Apply:

All suitably qualified and interested applicants should apply online at the link below.

Click Here

Deadline: 18^th March 2024

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