ad: Stakeholder Management - Johannesburg at Nedbank

Job Purpose

• To manage and lead the Account Management team to achieve growth in market share and profitability and provide input that supports the strategy and promote the Nedbank brand. The role will report to Executive: Sales Head.

Job Responsibilities

• Manage a team of Senior Portfolio Managers, Account Managers and Key Account Consultants with a view to managing a partnership model that creates customer volumes enabling Nedbank to distribute it’s on and off licence solutions through. A key account manager (KAM) model is a customer relationship management (CRM) approach that focuses on developing and managing relationships with a company’s most important customers
• This model is responsible for understanding Nedbank Insurance and partnership needs and developing relationships that enable business growth and success
• This role is responsible for creating and managing income statements per partnership account as well as defining what success looks like
• The partnership accounts within Nedbank are managed according to shifts in penetration – front book and back book – this role is responsible for managing this
• This role needs to ensure that we have a Strategy per partner
• The Account Management model requires sales and marketing professionals to identify key accounts, map out the customer experience, and drive customer loyalty
• The Account Management model is responsible for building trust between Nedbank Insurance and the partner, as well as Nedbank Insurance Functional areas, to ensure growth and continuity of the partnership
• The model also enables a company to acquire more customers, expand into new markets, and develop successful long-term partnership with key accounts
• Responsible for overseeing the development and implementation of the sales and marketing strategy plans and initiatives
• This includes identifying and executing on the most effective and efficient sales and marketing tactics, developing a metrics and KPI framework to track and measure performance and progress and developing and maintaining productive relationships with clients and partners
• The position requires strong organisational skills, project management aptitude, and the ability to analyse data and identity trends
• The portfolio manager should be an effective communicator, adept at presenting ideas and results to senior management, and have the ability to work cross functionally with multiple stakeholders

Job Responsibilities Continue

• Develop and maintain a high-performance sales culture by ensuring alignment of the sales strategy with team targets
• Effectively track and deliver on all actions
• Execute on plans and strategies that align with business objectives
• Management of the mid-level managers reporting into this position, providing guidance, and directing their workload activities to ensure timescales and requirements are met
• Development and successful delivery of stakeholder engagement plans in accordance with the Nedbank Insurance 
• Development of a comprehensive communications strategy, aligned with the Nedbank Insurance 
• Ensure effective risk management by monitoring compliance to policies and procedures and relevant regulatory frameworks and taking corrective action where necessary
• Ensure optimisation of resources and workflow to increase productivity by ensuring effective resource and work allocation
• Develop and maintain effective stakeholder relationships by ensuring that Nedbank values are followed in sales and service delivery
• Ensure distinctive customer experience through driving the team to achieve consistent service delivery
• Ensure client satisfaction by monitoring and analysing client experience results through the various tools and measurements and take required action
• Ensure synergy between team networks through consistent and constant communication of expectations
• Drive and monitor the implementation of the sales strategy against objectives and outcomes by ensuring that all businesses within your area of influence are aligned to the sales strategy
• Financial management of the allocated budget in line with Nedbank Insurance strategic financial objectives, including preparing and understanding budgets vs. actuals, planning, and forecasting
• Ensure active and successful growth of Nedbank market share across existing and new clients by driving the sales team targets
• Ensure transformational target are met through consideration of targets during the staff recruitment; retention and training process and utilising suppliers listed on the preferred supplier list for department
• Contribute to a culture conducive to the achievement of transformation goals and support business strategies that improve the corporate image by ensuring self; managers and team participation in Nedbank culture building initiatives
• Deliver a world class service through others by ensuring a client centric culture through required interventions
• Identify areas of resource inefficiencies and promote optimisation through promoting multi-skilling and addressing capacity gaps by reviewing and improving work processes
• Optimise efficiency and embed correct values by ensuring direct reports understand and support Nedbank's vision; values and strategy and are measured on delivery against these
• Identify relevant development needs by assessing own performance and behaviour through formal and informal feedback
• Drive to execute own and direct reports planned development by attending learning; seeking coaching or other industry or technical learning events and opportunities
• Maintain a capable high performing team by identifying a talent pool through conducting career conversations and utilising the talent grid principles and developing talent retention programmes (e.g. rotation)
• Build depth of skills and knowledge in the team of managers by sharing knowledge and insight with team members Suring mentoring; coaching and day to day activities
• Ensure continuous improvement goals are achieved by creating an environment whereby self; managers and team are encouraged to challenge the status quo by initiating constructive debates about work practices and areas for improvement.

People Specification

Essential Qualifications - NQF Level

• Matric / Grade 12 / National Senior Certificate
• Advanced Diplomas/National 1st Degrees

Preferred Qualification

• Relevant industry specific qualification in Finance or Sales qualification

Minimum Experience Level

• 5 years leading people in a related financial services industry or 5 years role related sales experience.

Technical / Professional Knowledge

• Business administration and management
• Business terms and definitions
• Communication Strategies
• Financial Accounting Principles
• Governance, Risk and Controls
• Nedbank policies and procedures
• Organisational behaviour theory
• Relevant regulatory knowledge
• Management information and reporting principles, tools and mechanisms
• Human Resource Policies And Practices

Behavioural Competencies

• Initiating Action
• Building the Sales Team
• Coaching the Sales Team
• High-Impact Communication
• Driving Successful Customer Engagements
• Aligning and Executing Sales Strategy