The successful incumbent is responsible for formulating, driving, and managing the development and execution of the regional sales strategy. This includes leveraging and optimising resources, sales channels, and market potential to achieve profitable attraction, expansion, and retention targets.

The role also focuses on building and managing strong relationships with key business partners to ensure that regional objectives and targets are consistently achieved.

Roles and Responsibilities

1. Profitable Growth in Sales

• Plan and develop a comprehensive regional sales strategy and budget.
• Set regional budgets and forecasts aligned to overall organisational objectives, operational risks, and prevailing socio?political and economic market conditions.
• Drive, manage, and measure the execution of the regional sales strategy to grow new business and increase market share across multiple target market segments.
• Track, analyse, and manage actual sales performance against targets and budgets on an ongoing basis, making adjustments where required.
• Manage both formal and informal performance incentives to achieve profitability and growth targets.
• Support the establishment of regional offices and provide training to ensure high?quality applications are submitted to financial institutions.
• Leverage alliance partnerships (including banks, estate agents, developers, aggregators, and attorneys) to source new business and identify expansion opportunities.
• Support partner offices in planning and executing sales initiatives and campaigns.
• Proactively market and sell new business within a highly competitive environment.
• Build and maintain strong business and social networks to generate sustained income and positive regional brand sentiment.
• Establish and maintain strategic relationships with high?value customers and alliance partners.
• Represent the wider group at formal industry and networking forums to strengthen key business relationships.
• Develop influential relationships across teams, functions, and internal regional networks to enhance collaboration and performance.

2. Sales Support

• Implement processes to monitor and manage sales capacity and ensure optimal alignment between sales consultants, channels, and target markets.
• Engage daily with sales support teams managing broker and partner channels to ensure alignment and resolve operational challenges.
• Develop, implement, and control clear submission criteria and decision rules in line with internal policies and institutional requirements.
• Utilise management information systems (MIS) to monitor performance and identify trends.
• Identify dormant partners and poor?quality submissions, engage relevant offices, and implement corrective actions where required.
• Proactively analyse existing data to identify additional business opportunities.
• Support partner offices with operational issues, channel disputes, and complex cases, escalating where necessary to senior stakeholders.
• Maintain up?to?date business partner records, including contracts and value?added product usage.
• Monitor competitor strategies and market trends, sharing insights with relevant stakeholders.
• Plan and execute a regional sales and marketing calendar aligned to brand positioning and customer expectations, including events, campaigns, and promotional initiatives.

3. Customer Service and Retention

• Ensure all partner contracts are current and compliant.
• Develop and implement strategies to retain and grow market share.
• Engage regularly with consultants to assess customer needs and identify service gaps, implementing corrective actions where necessary.
• Identify opportunities to add value to existing clients in collaboration with strategic partners.
• Build and maintain trusted relationships with partners through consistent engagement.
• Assist with problem resolution and ensure timely follow?up on outstanding matters.

4. Risk Management and Compliance

• Monitor key risk indicators within the region and manage sales activities to ensure overall portfolio quality.
• Ensure the quality and consistency of application motivations.
• Implement controls to ensure compliance with legal requirements, banking policies, and industry regulations relating to property sales and home loan processes.
• Ensure adherence to applicable Financial Intelligence Centre Act (FICA) documentation requirements.

5. People Management

• Support administrative and sales teams to perform at their best.
• Monitor sales consultant performance and provide guidance and support as required.
• Drive regional growth through succession planning within both administrative and sales teams.
• Ensure appropriate training, coaching, and development initiatives are in place.

Key Performance Measures

• Achievement of sales and financial targets
• Branch profitability and contribution
• Growth in new business and total approvals
• Increased market share and penetration ratios
• Effective cost control and budget management
• Relationship management effectiveness
• Operational and process efficiency
• People and performance management outcomes

Required Skills, Experience and Qualifications Qualifications

• Matric
• Tertiary qualification in Business Management (advantageous)

Experience

• 5–7 years’ experience in a senior leadership role
• Proven track record in sales management and leading high?performing sales teams
• Strong experience in developing and executing sales strategies
• Exposure to home loan processes (advantageous)
• Demonstrated strength in networking and relationship building

Required Competencies

• High emotional intelligence (EQ)
• Influential and persuasive leadership style
• Strong problem?solving capability
• Effective time and priority management
• Sound decision?making skills
• Strong active listening skills

By submitting your application, you consent to the processing, storage, and use of your personal information by the client for recruitment and selection purposes, in accordance with the Protection of Personal Information Act (POPIA). Your information will be handled confidentially and will not be shared with third parties without your prior consent, unless required by law.