Sales Manager at Checkoff Credit System

Job Description

Sales Target Achievement:

• Monthly sales target: Drive the team to achieve a defined monetary target in loans disbursed.
• Performance tracking: Ensure team members achieve at least 80% of their individual targets monthly.
• Loan disbursement growth: Increase loan disbursement volume by at least 75 -100% annually.
• Conversion rate: Maintain a conversion rate of leads to loan disbursements at or above 50%.

Team Performance Metrics:

• Team productivity: Ensure telesales and field sales teams meet KPIs, with a minimum of 10 qualified leads per day per telesales agent and 5 face-to-face meetings per week for field agents.
• Customer acquisition: Drive acquisition of new customers 200-500 monthly or based on agreed targets.
• Loan portfolio quality: Keep the non-performing loan (NPL) ratio below 5% by ensuring due diligence during the sales and approval process.

Reporting & Analysis:

• Generate weekly and monthly sales performance reports, showing the percentage of target achievement, breakdown of sales by product, and sector penetration.
• Analyze loan disbursement trends, customer feedback, and competitor activity to inform sales strategy and optimize operations.

Sales Strategy & Planning:

• Develop and implement sales strategies aimed at growing loans within key sectors and identify new partnership opportunities.
• Lead sales campaigns that align with market trends, customer needs, and business goals.
• Monitor competitive activities and adjust tactics accordingly to maintain the company's market share.

Team Leadership & Motivation:

• Provide effective leadership, mentoring, and coaching to the sales team to enhance their performance, build team morale, and foster collaboration across departments (e.g., with marketing and customer experience).
• Conduct performance reviews, assess skill gaps, and develop training programs to equip team members with the necessary skills for success.
• Foster a results-oriented environment while maintaining ethical selling practices and adherence to regulatory requirements.

Customer Relationship Management:

• Oversee and enhance customer satisfaction by ensuring sales agents communicate clearly, address client inquiries effectively, and maintain high customer service standards.
• Engage directly with high-value clients, employers, and stakeholders to understand their needs and customize loan solutions.
• Implement customer retention programs and post-sales support processes to increase loyalty and repeat business.

Collaboration & Cross-Functional Coordination:

• Collaborate with the risk management team to ensure proper loan vetting procedures are followed, minimizing defaults.
• Work closely with product development to provide customer feedback and suggest product enhancements that align with the market's needs.
• Ensure a strong working relationship with the finance and underwriting teams to align on disbursement timelines and compliance protocols.

Requirements

• Bachelor’s degree in business administration, Finance, Economics, or a related field. An MBA is an advantage.
• 5+ years of experience in telesales/telemarketing within the financial services sector.
• Demonstrated success in achieving sales targets and managing sales teams.
• Strong proficiency in sales forecasting, performance analysis, and financial reporting.
• Ability to manage and interpret KPIs, with a focus on improving conversion rates and revenue growth.
• Experience with CRM software and sales management tools for data tracking and customer segmentation.
• Leadership and people management: Ability to motivate and develop a high-performing team.
• Communication and negotiation skills: Excellent verbal and written communication skills, particularly in dealing with corporate clients and internal stakeholders.
• Market understanding: Deep knowledge of loan products, customer needs, and market dynamics in Nigeria, especially within the public sector.
• Problem-solving and critical thinking: Strong ability to think strategically and make data-driven decisions to resolve challenges and improve sales outcomes.