Summary
Date Posted: Friday, December 17, 2021 , Base Salary: Not Disclosed

JOB DETAILS:
JOB TITLE: TRADE & CASH SALES MANAGER - BUSINESS GROWTH DEPARTMENT
REPORTS TO: HEAD BUSINESS & INSTITUTIONAL BANKING
ROLE PURPOSE
The Trade & Cash Sales Manager will drive, and co-ordinate delivery of Trade & Cash Management products aligned to the Business Banking customer value propositions across the bank. The primary objective of this role is to maximize the Bank’s earnings through the sale of Trade solutions and Cash Management solutions to targeted PBU Bank clients accomplished by supporting growth of new and existing clients. To ensure sustainable Trade & Cash Product Management and/or income streams, this role must support the establishment of strong, long-term client relationships in conjunction with the Head Products/Segment Heads /Relationship Managers within the bank.

KEY RESULT AREAS/ DELIVERABLES:
Sales Performance: 70 %
Work with the product, Branch teams and/or with the Relationship Managers to:
• Achieve sales performance targets as specified and agreed to within annual objectives.
• Proactively support Relationship managers to manage relationships of existing and agreed target clients to develop, structure and review proposals that meet customer requirements.
• Identify product gaps or new product opportunities to influence the development of key new product service initiatives and more cost-effective delivery channels.
• Structure compelling solution proposals to demonstrate a thorough understanding of each client’s requirements and objectives & input to credit applications in conjunction with product & Relationship Teams, aligned to strategy and mitigating associated transactional risks.
• Increase cross-sell per client.
• Participate in account/Customer relationship planning to ensure full solution delivery to meet customer needs.
• Support call reports to summarize discussions, opportunities and agreed actions related to all client sales calls.
• Uncover client dissatisfaction with current situation in areas where PBU can provide alternative solutions.
• Update sales pipeline system on a weekly basis as new business opportunities are identified, and existing deals are moved forward.
• Influence relative importance of client decision criteria to maximize fit of PBU’s proposed solutions.
• Segment each client/prospect based on anticipated need and forecasted growth potential. (Priority Client Targeting)
• Agree on annual client sales objectives and action plans with assigned Relationship Management teams for all ‘Priority Clients’ and review progress quarterly.
• Maintain accurate ‘Cash Maps’ for all ‘Priority Clients’ as new information is identified during the sales process.
• Determine unique decision criteria, roles, and priorities of each client ‘buyer’ involved in the sales process

Teamwork: 20 %
• Monitor progress of all implementations and provide appropriate support to ensure all client expectations are met or exceeded.
• Develop links with other related companies and product areas to maximize cross selling opportunities.
• Attend selected seminars and conferences to promote Trade & Cash Management solutions to targeted customers and prospects
• Coach and up skill team members regarding Trade and Cash Management products as opportunities present themselves

Risk, Governance and Regulatory:
10% Work with the product, Branch teams and/or with the Relationship Managers to:
• Ensure that all business and transaction activity comply fully with the Banks sanctions and prohibition policy.
• Take personal responsibility to ensure that all training as laid down by the banks standard guidelines is adhered to and completed within the stated timescales.

EDUCATION AND TRAINING
• A Business degree in finance, Commerce, Business Administration, Economics, Statistics, management, or any relevant field.
• Demonstrated cash management industry expertise or excellent cash management knowledge.
• Detailed local market knowledge
• Payment services and operations
• Cash Management products
• Proven track record of structuring trade finance transactions
• Understanding of banking principles, procedures, processes, services, and products Understanding and appreciation of application documents
• Understanding of credit policies and procedures

SKILLS AND EXPERIENCE
• Solid and proven credit skills with relevant business experience and acumen.
• Must have critical thinking, analytical, attention to detail and problem-solving skills.
• Good verbal and written communication skills
• A minimum of 5 years’ experience in a Banking or similar environment of which 3 must be in a Sales, trade, and credit.
• Must have an in-depth understanding about Risk awareness in the banking industry

THE FOLLOWING DOCUMENTS SHOULD ACCOMPANY THE APPLICANTION STRICTLY ONLINE
• Detailed CV
• Certified copies of academic documents
• Applicants address and day time telephone contacts
• Postal/email address and daytime telephone contact of three referees of good standing in society one of which should be your current Supervisor.

Education Requirement: No Requirements

Job Experience: No Requirements

Work Hours: 8

Job application procedure
Only online applications addressed to Chief HR & Admin Officer, PostBank Uganda. Send application to hr@postbank.co.ug  with job title as subject, accompanied with copies of relevant academic documents. Note: Only Shortlisted candidates will be contacted. Closing Date: 20th December, 2021

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