Sales Manager - Financial Institutions & Fintech Sector at Interswitch

Job Purpose

• To lead sales strategy development, direct market share growth, and cultivate new opportunities for Financial Institution and Fintech Sector.
• To direct and coordinate the provision of Interswitch’s products and services to Financial Institution and Fintech Sector Customers.
• To coordinate sales distribution by establishing sales territories, quotas, and goals.
• To analyse sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.

Key Responsibilities

Account Management

• Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships either personally or through a team of Sales Rep, Regional Sales.
• Develop and execute tailored solutions and strategies for customers that ensure their ongoing satisfaction and loyalty while also enhancing profitability.
• Manage strategic client and customer relationships, using account teams to maintain customer satisfaction and loyalty
• Sell complex and customised products and services to significant customers, and monitor sales against objectives and KPIs

Leadership and Direction

• Identify and communicate the actions needed to implement the Sales' strategy and business plan for Financial Institution and Fintech Sector Services.
• Explain the relationship of the Interswitch business division to the broader Interswitch Ltd mission, vision and values and motivate people to commit to these and to doing extraordinary things to achieve local business goals.
• Motivate people to commit to roles and responsibilities during implementation.
• Develop and manage budget plans for allocated region and ensure adherence to approved budget.

Performance Management and Talent Optimisation

• Manage and report on the performance of a substantial, diverse team by setting appropriate performance objectives for direct reports or project / account team members and holding them accountable for achieving these.
• Take appropriate corrective action where necessary to ensure the achievement of team / personal objectives.
• Formulate workforce planning reports and budget, including but not limited to setting performance objectives, monitoring performance, delivering constructive feedback, providing training, coaching and mentoring, identifying talent for pivotal roles from a succession management standpoint, and giving ad-hoc advice when necessary.
• Implement formal development frameworks for responsible team by using equitable approaches that may be differentiated to support each employee's unique needs and preferences to bring out their best and meet business needs.

Policy Development and Compliance

• Develop procedures and interprets and applies policy for area of expertise to achieve specified outputs, or advise the wider business on application of policy, then monitor implementation of those procedures within region.
• Develop functional or operational policies and help develop policy frameworks for the region.
• Take responsibility for creating underlying procedures and monitoring their implementation. • Direct development of sales framework and delegate the review of sales operational policies against the framework to Sales Executives
• Monitor overall strategy implementation against timeline and budgetary margins

Customer Relationship Management / Account Management / Risk Management

• Develop and implement relationship management plans for complex existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organisation and to enable effective two-way flow of information and resolution of issues.
• Manage ongoing relationships with identified customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Build, maintain and manage key client and customer relationships, often through account teams, to ensure their ongoing satisfaction and loyalty towards Interswitch.
• Partner with relevant stakeholders across Interswitch to raise awareness on sales procedures, and to discuss and address risk management concerns.
• Ensure that risks, issues, dependencies, and constraints are managed appropriately and where risks or issues threaten delivery, develop and agree recovery plans.

Competencies

Technical Competencies

• Planning and Organising · Commercial/Financial Acumen
• Account / Client Management · Builds Rapport · Customer and Market Analysis
• Questions Strategically
• Strategic Planning and Analysis · Understand Customer Needs
• Sales Planning and Coordination
• Closes Effectively · Effectively Presents Solutions

Managerial Competencies

• Manage and Prioritise time.
• Plan, organize and schedule work. · Active Listening.
• Sound decision making (weighing risk factors optimally).
• Think clearly and analytically.
• Leadership and people management.
• Effective stakeholder and client management at all levels.
• Builds Effective Teams · Team development and performance management.
• Business operations and process management.

Behavioural Competencies

• Builds Networks
• Collaboration Skills
• Interpersonal Skills
• Persuasion Skills
• Drives Results
• Develops Talent
• Communicates Effectively
• Business Insight
• Customer Focus
• Plans and Aligns
• Ensures Accountability

Education

• University Post Graduate Degree in Sales and Marketing, Business, Economics or Finance-related field.

Experience

• At least 4 years of wide and deep experience in Financial institutions and Fintech Sector Sales and Marketing roles within reputable financial institutions or the payments industry, including a minimum of 5 years of customer-facing experience in Sales Sector
• At least 3 years' experience of planning, managing and organizing resources within short/medium timescales within the overall policy framework and strategic objective