67 Sales Consultants Needed - Nedbank Job Purpose: To create and sustain the environment for Sales Consultants to optimise opportunities to achieve sales and services objectives aligned with the Financial objectives of the Business Unit, utilising client centric approaches. Key Performance Areas: Met Service Objectives: Ensure sales consultants have required knowledge, tools and systems equipping them to provide trusted financial advice and build trusting relationships. Improve customer service experience by raising awareness of issues raised through customer feedback cards and influence team members to achieve the desired behaviours. Provide world class service to internal and external clients by engaging, listening, understanding the client’s needs, delivering on requirements within process and procedures and providing feedback to clients to meet client’s needs. Understand and execute the area collaboration plan/model (ACM) to ensure alignment within total business units to build relationships, trust, achieve sales and service objectives. Ensure knowledge of and adherence to stakeholder service level agreements (SLA), by self and team, when interaction with stakeholders is required. Ensure complaints are resolved or escalated within SLA to build relationships, trust, achieve sales and service objectives. Build relationship with clients and community centres of influence by attending meetings, ceremonies, community events and arranging consumer education initiatives. Managed Internal Processes: Ensure resources and capacity plans allow high performance (eg. staff planning, work allocation planning, contingency planning). Ensure compliance for self and team to applicable operational and legislative requirements by conducting relevant checks and actioning exception reports and address any identified non compliance by taking corrective action (including counselling, representing the bank at disciplinary hearings) thereby mitigating the risk to the bank. Keep abreast of changes to relevant regulations, rules, processes and policies in order to educate team and reinforce changes to mitigate risks. Ensure correct and completed documentation is submitted by sales consultant for initiated sale by conducting relevant checks and taking corrective actions to minimise risks. Assist in audits as required and investigate audit findings to take appropriate action to mitigate risks. Implement changes to address issues raised on customer feedback cards to improve service delivery. Managed Team: Act as a Brand ambassador and influence team to do the same, by displaying appropriate behaviour and Nedbank values. Participate in the recruitment and selection of team members who will contribute to the effectiveness of the business unit in achieving the business objectives. Ensure all team members have a clear vision, measurable goals, objectives and understood how their performance is reviewed, recognised and rewarded. Identify competency gaps, for development, by observing the sales consultant in action and analysing information. Address identified competency gaps for each sales person by providing required intervention such as coaching and training and/or taking corrective action. Ensure self and team is competent in terms of role expectations and compliance requirements, to meet performance objectives. Conduct performance discussions and appraisals with subordinates and ensure that development plans and performance agreements are in place. Reinforce desired performance and behaviours by utilising the recognition processes to increase team effectiveness. Create and manage own career through guidance and support of manager, department and colleagues. Mentor staff and assist them in managing their careers by conducting relevant conversations thereby managing talent and promoting staff retention. Create a High performance culture by encouraging team work and motivating sales consultants to achieve more effective results. Met Sales Objectives: Interpret and track management information (MI) to identify gaps in individual sales achieved, in order to identify missed opportunities in terms of cross selling, levels of participation and productivity as to take corrective action like coaching, to reach financial targets. Keep abreast of Nedbank new sales campaigns, strategies and marketing initiatives, by reading communications and attending sessions, in order to assist the sales consultants to focus on the relevant Nedbank events to reach sales targets. Benchmark and analyse competitor activities/offerings to guide sales consultants on how to position Nedbank offering compared to industry in order to retain and grow existing/potential client base. Analyse Nedbank event information to identify different sales markets and the sales opportunities per market that can be used by the sales consultants. Understand client segments demographics, life stages and products relevant to identified segments as to match products to targeted segments and maximise the sales opportunity. Investigate available resources and capacity, including collaboration with other branches, to determine the viability of identified sales opportunity. Identify team members with strength in specific selling technique required for selected activity and explore possible cross selling opportunities as to maximise sales opportunity. Create a local area market (LAM) activity proposal on how to utilise identified sales opportunities (including proposed realistic and executable planning steps, resource allocation, costing, forecasted sales) that shows the possible contribution of the proposal to the profitability of the branch and submit to management for approval. Ensure execution of approved LAM proposal within proposed timelines to achieve set objectives including steps such as ensuring correct documentation to facilitate product sales and cross selling opportunities are available. Collaborate and participate in Nedbank cross channel initiatives to support other business units and identify cross channel sales opportunities for sales consultants to achieve the business units sales objectives. Monitor actual sales by sales consultants versus allocated sales budgets and take corrective action such as to identify team sales target gaps and assign specific products to individuals to reach individual sales targets. Interpret and reinforce the business strategy (framing the vision) to sales consultants to ensure that teams sales focus is aligned with achieving the business’ strategic goals. Continued Improvement: Encourage self and team participation in Nedbank Culture building initiatives (eg. Surveys etc.) contributing to a culture conducive to the achievement of transformation goals. Participate and support corporate responsibility initiatives for the achievement of business strategy (eg. Green Strategy). Seek opportunities to improve business processes and systems by engaging with team to identify and recommend effective ways to operate and add value to Nedbank. Contribute to achievement of transformation targets for team and business units by contributing to the staff selection process. Participate and lead in the implementation of change and transformation processes and activities as required. Essential Qualifications: Grade 12 Preferred Qualifications: Relevant Commerce Degree or Diploma Certifications: FAIS certification / registration Job Related Experience: Managing a team of people Selling financial products Developing others Implement a sales plan Observing team members behaviour to identify competency gaps Drafting reports Coordinating on-the-job training for new hires (e.g., identifying need, scheduling, resource allocation) Leading a sales force 2-5 years client facing sales experience, with one year people management experience Building relationships Conducting gap analysis Creating a sales plans Conducting performance appraisal interviews Technical Competencies: Nedbank policies and procedures Recruitment and selection Governance, Risk and Controls Nedbank products Base/Market Segments Selling techniques Business writing skills (creating reports, documents, presentations and content) Principles of project management Accounting principles Consumer behaviour Nedbank Culture Nedbank Vision and Strategy Sales data analysis Competitor Analysis Behavioural Competencies: Coaching the Sales Team High Impact Communication Building the Sales Team Facilitating Change Driving for Results Customer Focus Required Industry Acumen: Number Of People Reporting Directly Into Job: 2-12 Compliance/Legislative Requirements: Financial Advisory and Intermediary Services (FAIS) Act Working Time: Travel Requirements: Ad hoc local travel Equity Statement: Preference will be given to applicants from designated groups and suitable internal candidates in line with Nedbank’s policies.
Posted on: Tue, 11 Mar 2014 08:52:49 +0000
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