The role of Manager – Direct Sales Force involves leading, motivating, and managing a team of direct sales representatives to achieve and exceed sales targets, expand market share, and enhance customer acquisition and retention through effective strategy implementation and operational excellence.
Key Responsibilities
Sales Strategy & Execution:
- Develop and execute innovative sales strategies and programs to meet the Bank's 5-year growth plan, focusing on new market penetration and key demographic capture.
- Set sales targets, KPIs, and incentive frameworks for frontline sales teams.
- Drive sales through proactive lead generation, direct customer engagement, and effective product/service presentation.
- Monitor competitor activity and market trends to optimize sales approaches.
Team Leadership & Performance Management:
- Lead, mentor, and motivate the direct sales teams to achieve individual and team targets.
- Implement KPI-driven performance management, coaching, and development programs.
- Foster a high-performance, accountable, and customer-focused culture.
- Train and mentor sales representatives, providing on-the-ground support and fostering a high-performance culture.
- Monitor sales metrics, analyze performance data, track KPIs, and report results to senior management.
Revenue & Portfolio Growth:
- Driving growth in retail deposits, loans, MSME lending, and digital banking adoption.
- Monitor sales performance, pipeline health, and conversion rates.
- Collaborate with Marketing, Product, and Digital Banking teams to generate leads and optimize campaigns.
Customer Relationship & Experience:
- Ensure frontline teams provide exceptional customer engagement and service.
- Address escalated client issues and implement resolution strategies.
- Enhance customer acquisition, retention, and cross-selling metrics.
- Build and maintain strong relationships with key clients and partners to ensure customer satisfaction and loyalty.
Reporting & Analytics:
- Monitor and report on sales KPIs, revenue growth, and team performance.
- Utilize CRM and analytics tools to track pipeline, client activity, and sales effectiveness.
- Any other official duty that may be allocated from time to time.
Key Performance Indicators (KPIs)
Business Growth & Revenue:
- Achievement of sales targets for deposits, loans, MSME, and digital products.
- Number of new clients acquired through direct sales channels.
- Revenue growth and cross-selling ratios.
Team Performance:
- Achievement of individual and team sales KPIs.
- Employee engagement, retention, and development within the sales team.
- Training completion and adoption of sales best practices.
Customer Experience:
- Customer satisfaction and retention rates for clients acquired via direct sales.
- Resolution of escalated complaints and issues.
Process & Operational Efficiency:
- Sales process adherence and conversion efficiency.
- Effective use of CRM and analytics tools to manage pipelines.
- Ensure all sales activities adhere to company policies, procedures, and industry regulations.
Qualifications & Experience
Education:
- Bachelor’s degree in Finance, Business Administration, Marketing, or related field.
- MBA preferred.
Professional Qualifications:
- Relevant certifications in sales, marketing, or banking are an advantage.
Experience:
- Minimum 5 years in retail banking, financial services, or direct sales management.
- At least 5 years in a leadership role managing direct sales teams, preferably in banking.
- Proven track record of driving revenue growth, portfolio acquisition, and team performance.
- Experience in digital banking sales or MSME banking is highly desirable.
Competencies
Technical Competencies:
- Expertise in retail, MSME, and digital banking sales strategies.
- Strong knowledge of direct sales management, distribution channels, and client acquisition.
- Ability to analyze sales data, market trends, and pipeline metrics.
- CRM and sales analytics proficiency.
- Business development, negotiation, and relationship management skills.
Behavioral Competencies:
- Results-driven with a strong target orientation.
- Leadership and team-building capabilities.
- Strategic thinker with excellent problem-solving skills.
- Customer-centric mindset with focus on engagement and retention.
- Adaptable, resilient, and innovative in a fast-paced, high-growth environment.
