Sales & Business Development Manager, Mortgages at Absa Bank Limited

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 segments
• Create effective partnerships with key internal stakeholders to build ecosystem synergies toward Mortgage uptake
• Create effective partnerships with key players in the real estate sector to increase NTB business
• Maintain effective incentive schemes for Estate Agents to ensure there is traction in each of the strategic partners
• Manage leads generated through partnerships with property website listing companies
• To deliver exceptional retail business performance through Home Loan sales & excellent customer service in respective hubs/branches

Job Description

Key Accountabilities/Deliverables/Outcomes and approximate time split

Sales & Service - time split 70%

• To deliver exceptional retail business performance through Home Loan sales & excellent customer service in respective hubs/branches
• To 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 Absa
• Work with various Absa Business functions to facilitate business growth in clients wanting to do business in the Retail portfolio
• Identify 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 process
• Increase the number of active relationships the respective branches have with various players in the property market focusing mainly on Developer's Estate Agents
• Partner 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 Officers
• Achieve & Exceed Mortgage & Cross Sale Targets
• Manage 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 campaigns 
• Maintain 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 compliant
• Ensure the Bank’s Mortgage lending criteria are met
• Ensure 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 performance
• Develop and agree on individual performance objectives and measures
• Provide 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 specification

Preferred Experience

• A high level of drive and determination
• Completion of the certificate on Mortgages product training
• Knowledge of legal processes involved with property purchase
• sound working knowledge of our competitors’ products & services

Knowledge and Skills

Essential

• A good understanding of Retail goals & objectives
• A thorough understanding of the sales process
• In-depth knowledge of the Mortgages product and lending policies
• Good 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 skills
• Good PC skills
• Networking
• Good Selling/influencing skills
• Quality conscious
• Sensitivity
• Team working
• Presentation skills
• Listening skills
• Customer service orientation
•  Relationship Management
•  Negotiation and presentation skills
•  Good numeracy & analytical skills - Financial analysis and advice
• Decision making