SALES MANAGER

About the role

Business and Sales Functions

Implement a framework for effective sales meetings, client acquisition, client management and performance management by ensuring the following;
Identify new businesses within existing catchment areas.
Identify new catchment areas
Champion the targets of the group (team)
Ensure annual team disbursement, subject to change yearly.
Ensure a minimum of 98% loan repayment rate
Conduct proper assessment of loan applications
Written credit appraisal report on loan applications and recommend
Gathering of information of collateral documents and other information regarding the loan
Define and continually review the strategies and tactics for growing the business portfolio and achieving the business objectives of UCML (profitability and loan portfolios, number of clients, fee income, service standards)
Support continuous reviews and recommend improvements and adaptations to the following, taking into consideration the specific needs of the customers with the overall objective of achieving sales targets:
a.Business portfolio, target markets, risk acceptance criteria
b.Business product and service offerings
c.Business portfolio structure and staff organization
d.Performance standards set for the department
e.Business Portfolio pricing structure
Develop and nurture strategic relationships with clients to ensure that the strategy and business objectives of clients and company are achieved
Identify improvements and adaptations to existing systems and processes in order to ensure current and future viability of the business.
Drive client acquisition and acquire a growing market share in line with company business plan.
Develop and ensure implementation of client acquisition and client management standards.

Service Delivery, Policies, Processes, Procedures and Technology

Support service delivery functions such that barriers to business development that emanate from sales and service delivery dissatisfaction are identified and strategies are developed to overcome these problems with the relevant members of the team and the client
Implement efficiency and productivity oriented processes and procedures with embedded relevant controls to reduce operational risks
Lead the implementation of standard and innovative technology to achieve process/cost efficiency, and service delivery

Support, Training and Capacity Building Function

Recommend loans in accordance with credit exposure approval matrix, focusing on all financial and non-financial risk relevant issues, quality of analyses
Organize pre-credit discussions on loan
Ensures that all credit proposals are in compliance with institutional policies, standards, processes and proceduresEnsures that all relevant documentation related to the loan application are properly managed and stored according to UCML standards.
Implement policies, standards, processes and procedures on day to day activities.
Closely monitor Relationship Officers and respective zonal portfolios and take actions for the early detection of credit default risks
Proactively take action and liaise with Credit Department to solve arrears cases
Liaise with Credit Department to implement a follow up system on credit risk activities of the various zones
Improve the efficiency of all Risk Management staff through collaboration when needed
Support Credit Manager to effectively manage credit risk.
Closely monitor and support Arrears Management Recovery unit for effective collections
Set and maintain high performance standards and manage team performance
Train, support and coach officers to effectively deliver on their duties.
Coordinate transfers through HR to ensure adequate quality HR capital in all zones.
Undertake any other duties assigned by the MD

Execution and Reporting

Provide the following reports monthly;
Sales Performance Report
Zonal Visit
Quarterly Reports
Zonal performance report
Field audit report

Level of Authorization:
Masters in Sales and Marketing or related field
At least 8 years working experience in a similar role with strong track record

Required Skills and Knowledge:
Must have a great attention to details
Ability to think critically and make data-driven decisions
Analytical and good understanding of lending cycle and sales management
Good organizational and leadership and decision making skills
Good knowledge and skills in Microsoft applications
Good interpersonal and communication skills
Management system.