Job Details

JOB PURPOSE

To lead the execution of the Agency Banking & Adoption strategy to grow and retain a portfolio of active digital banking customers and Xpress Agents; as well associated financial performance indicators for assigned region.

JOB RESPONSIBILITIES

• Deliver set digital client and agent acquisition sales targets for your region as agreed with line manager
• Activation and deployment of Agents in assigned region
• Sensitize the Agent on Commission structure and payment dates
• Ensure correct KYC is completed and submitted for onboarding of Clients and Agents
• To ensure DSA and TDR sales Productivity trackers are completed daily/ weekly and feedback provided timely so that performance gaps are addressed in subsequent days/weeks.
• To provide competitor information to sales teams quarterly in terms of pricing, products and campaigns in order to help the team improve its position in its sales approach
• To supervise and coordinate trade sales promotional campaigns by distributing material to TDRs/DSAs and customers and ensuring the cascading of key messages and product training is done for TDRs and DSAs.
• Drive visibility of all Agent outlets
• Drive Agent reward program in the region
• To act as a link between the Bank and Vendors/DSAs in so far as dissemination of information team is concerned.
• Responsible for the growth of NTB digital clients on the portfolio and accountable for all financial KPIs on the portfolio
• Execute client value proposition for digital banking clients
• Driving focus on a customer-focused sales and servicing environment.
• Developing new business opportunities in corporate NTB acquisitions and cross-selling goals and monitors achievement of these goals.
• Ensures that the full value chain of this segment proposition is realized for the Bank
• Conducts market sizing and provide initiatives to lead the market
• Ensure brand and offering consistency across the channel offering for this segment
• Constantly scan the market to acquire clients (Corporate and Individual)
• Aligning the Digital Sales & Adoption business strategy with other business division within the bank to leverage on the synergy for bulk payments and Acquisition
• Identify and take ownership of generating sales opportunities through various events and marketing efforts
• Manage end to end customer communication
• Build and enhance positive working relationships with external and internal stakeholders
• Drive Xpress Agents’ reward programs in the region
• Ensure Xpress Agents receive all relevant training
• Sending Xpress Agents statements in instances when the system fails
• Ensure Xpress Agents have a better experience by placing them on bank platforms e.g. internet banking
• Performing reconciliation with Xpress Agents when queries arise
• Ensuring Region Active rate of channel is attained on a weekly basis.
• Analyzing the inactive report to improve operational efficiency
• Monitoring DSA and TDR engagement with clients
• Training of TDRs and DSAs
• Assigning agents and client acquisition zones within region to TDRs and Agents
• Resolving DSA and TDR queries
• DSA and TDR daily/ weekly/ monthly performance monitoring and review
• To train the Agents, vendors, TDRs, and DSAs on regulatory compliance requirements and managing adherence after validations.
• Execute defined servicing model for digital banking clients and Xpress agents
• Ensure that all workflow, process and procedures are followed and any breaches are reported timely
• Ensures that all regulatory requirements are met and complies with all internal policies and procedures
• Implementation and closure of Audit findings
• Implementation and closure of regulatory inspections findings
• To report the RCSA (Risk Register) on a monthly basis and ensure implementation of controls against open risks
• To report risk events within 24 hours to 3 days of occurrence and ensure closure of open action plans.

QUALIFICATIONS/EXPERIENCE

• Five (5) Years’ Experience in managing and coaching a large sales force
• Expert Knowledge in digital client acquisition and Agency Banking Sales & Service
• University degree in a relevant field or professional qualification from a recognized university.
• Relevant business-related tertiary qualification.
• Strong numerical skills and financial acumen to analyze evaluate and identify trends in complex consolidated financial statements, balance sheets and ratios.
• A good knowledge of financial spreadsheet applications (e.g. Excel) to capture and analyze financial data.
• Good knowledge of general banking practices and procedures.
• A good understanding of the principles and practices of business economics and the current business economic environment.
• A good current knowledge of different industry sectors
• A good knowledge of financial investment options and electronic banking options for lead generation purposes.
• A good knowledge of competitor offerings and structures.
• Sound understanding of current taxation laws as they apply to the portfolio of customers.
• Negotiation skills.
• Good knowledge of technical portfolio management systems

Inter – personal competencies

• Delivering Results
• Serving Our Customers
• Communicating with Impact
• Working in teams
• Building Relationships
• Pro Active, Resilient with excellent verbal, written, presentation communication and sales skills
• Highly numerate/ Data rational: Is good with numerical data, operates on facts, enjoys assessing and measuring.
• Socially Confident: Self-assured, enjoys meeting people, creates a good impression in social situations, is good with words and knows what to say (even when communicating disagreeable information).
• Persuasive: Enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.