Regional Manager - Pretoria and Mpumalanga

JOB SUMMARY

The successful incumbent will need to formulate, drive and manage the development and execution of the sales strategy for the Pretoria and Mpumalanga Region, through optimising their relationships with business partners to reach their market potential, realise new business opportunities and increase grant volumes.

To manage and build relationships with business partners to ensure that regional targets are achieved.

KEY RESPONSIBILITIES:

Profitable Growth in Sales

• Planning and developing a sales strategy and budget for the Region.
• Driving, managing and measuring the implementation of the sales strategy for the Region to grow new business and market share across various sub-segments of the target market.
• Measuring, tracking, managing and revise actual sales performance against targets and budgets on a day-to-day basis.
• Assist in process of setting up new business partners and arranging training.
• Leverages alliance partnerships e.g. banks and financial institutions in the Region to source new business partners and to identify opportunities for sales expansion.
• Support the business partners in planning and executing sales drives.
• The attainment of work results is critically affected by the ability to proactively market and sell new business in a competitive environment.
• Building and maintaining wide business and social relationship networks and knowing how to leverage these for the purpose of identifying new business partners and creating positive sentiment for MortgageMAX and the Group.

SALES SUPPORT

• Implementing processes to monitor and manage sales capacity and to manage the best fit between sales consultants, channels, and target market areas for optimal performance.
• Interact daily with the Sales Support staff managing the broker channel. Ensure that everyone works on the same basis, also identify where problem areas exist and address with the business partner office directly.
• Maintaining and utilising MIS reporting:
  • Identify dormant business partners and poor quality of applications submitted. Contact offices and address their concerns, monitor and in need take the necessary corrective action.
  • Proactive mining of existing MIS to identify additional business opportunities.
• Supporting business partner offices with operational problems, channel disputes and/or complex deals – escalate to higher levels with banking partners
• In liaison with business support staff managing and maintain updated database on all business partners information, contracts signed, value added products used.
• Researching, keeping abreast of and sharing information regarding competitor strategies and tactics.
• Planning and implementing a sales and marketing calendar to create ongoing market awareness in line with Group image and customer expectations. This includes plans for marketing events, above & below the line advertising campaigns, and promotions.

CUSTOMER SERVICE AND RETENTION

• Ensure contracts are in place and up to date for all business partners.
• Developing and implementing strategies and tactics to retain market share.
• Interacting frequently and closely with business partners to analyse and establish their needs.
• identifying opportunities to add value to existing clients in collaboration with strategic partners.
• Supporting business partners by interfacing on a regular basis with them, continuously build relationships and trust with business partners.
• Assist with problem solving and that issues are followed up and resolved timeously.

Risk Management and Compliance

• Monitoring the quality and compliance of applications to the banks from business partners.
• Monitoring and ensuring the quality of motivations.
• Implementing controls to monitor and ensure compliance with legal requirements pertaining to property sales and Home Loan policies, procedures and practices followed by banks.

KEY PERFORMANCE MEASURES (as per Balanced Scorecard):

• Sales and financial targets as per KPA’s:
• Profitability of the region
• Growth of business partners
• Increased market share
• Growth in total grants
• Increased penetration ratios (growth in existing business base)
• Expenditure budgets/ cost reduction targets
• Relationship Management

QUALIFICATIONS & EXPERIENCE:

• Grade 12 / National Senior Certificate (minimum requirement).
• Tertiary Qualification in Business Management (advantageous).
• Experience of 10+ years in home loans, banking or financial services
• Experience dealing with external business partners in the financial services environment
• Strong networking and relationship building is required.
• Strong business development experience is required.

REQUIREMENT COMPETENCIES:

• High in EQ
• Influential
• Problem Solving
• Time Management

HOW TO APPLY:

• Please submit your application, including your CV to recruitment@betterhome.co.za
• Ensure that the subject line includes the job title, location and your name.