Job Description

COMPANY OVERVIEW:Our Client, BetterBond is a core business part of the BetterHome Group. The Group is a dynamic and entrepreneurial group of businesses operating in the residential real estate sector. They specialize in mortgage origination, and their services are an integral part of a larger value chain that includes real estate, insurance, and other related home services. They are seeking a dynamic leader who is commercially savvy with sound relationship building skills to lead the Eastern Cape Region.JOB PURPOSE:The successful incumbent will need to formulate, drive and manage the development and execution of the sales strategy for the Region by leveraging and optimising resources, channels and market potential to realise profitable attraction, expansion and retention targets. To manage and build relationships with business partners in order to ensure that regional targets are achieved.ROLES & RESPONSIBILITIES:

• Profitable Growth in Sales
• Planning and developing a sales strategy and budget for the Region:
• Set budgets/forecasts for the region, in line with the overall company's strategic objectives, business/operational risk, socio-political and economic market forces in the Region
• Driving, managing and measuring the implementation of the sales strategy and budgets 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
• Managing formal and informal performance incentives to drive the achievement of profitability and growth targets.
• Assist in setting up of the offices, training to ensure that quality applications are submitted to the banks. Leverages alliance partnerships e.g. banks, estate agents and developers, aggregators and attorneys in the Region to source new business and to identify opportunities for sales expansion.
• Support the licensees 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 generating ongoing income and positive sentiment for the Region/Branch is a critical requirement of the Sales Manager role

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 on a daily basis 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 licensee office directly.
• Developing, implementing and controlling the application of clear submission criteria/decision rules for various banks in line with company policies and requirements.
• Maintaining and utilising MIS reporting:
• Identify dormant licensees and poor quality of applications submitted. Make contact with 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 licensee 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 & RETENTION:

• Ensure contracts are in place and up to date for all licensees.
• Developing and implementing strategies and tactics to retain market share:
• Interacting frequently and closely with consultants to analyse and establish customer needs and service gaps taking corrective action to fulfil and/or correct these identifying opportunities to add value to existing clients in collaboration with strategic partners.
• Supporting licensees 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 & COMPLIANCE:

• Monitors the critical risk indicators for sales in the region and manages the sales function accordingly to ensure the overall quality of the book:
• 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.
• Ensuring adherence where relevant to Financial Intelligence Centre Act (FICA) documentation requirements outlined by banks.

PEOPLE MANAGEMENT:

• Support admin and sales consultants to perform their best.
• Monitor performance of sales consultants and support where required.
• Ensure regions growth for succession in both admin and sales consultants.
• Ensure training, coaching and guidance for the team is secured.

KEY PERFORMANCE MEASURES: (as per Balanced Scorecard)Sales and financial targets as per KPAs:

• Profitability of the Branch measured by contribution
• Growth in new business
• Increased market share
• Growth in total grants
• Increased penetration ratios (growth in existing business base)
• Expenditure budgets/ cost reduction targets
• Relationship Management
• Process Efficiency
• People Management

REQUIRED SKILLS / EXPERIENCE & QUALIFICATIONS:QUALIFICATIONS:

• Matric
• Tertiary qualification in Business Management advantageous

EXPERIENCE:

• At least 5-7 years in a Senior Leadership position.
• Proven track record in managing a successful sales team.
• Proven track record in a sales Management position
• Exposure to Home Loans processes is an advantage.
• Strong networking and relationship building is required.

REQUIRED COMPETENCIES:

• High in EQ
• Influential
• Problem Solving
• Time Management
• Strong Decision Making
• Good Listening Skills

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