Executive: Sales and Commercialisation

1001 Absa Bank; South Africa; On-site; ZAR 2,000,000 - 2,500,000; Full time

Job summary

Absa Bank Limited seeks a visionary Commercial Sales Leader to drive the Integrated Channels strategy across Voice, digital and branch channels, aligning customer, product and segment plans to grow revenue and improve customer outcomes.

You will lead a large team, shape enterprise-wide sales strategies, and partner with product, analytics and risk to deliver sustainable growth while meeting regulatory requirements.

Qualifications

• Bachelor's degree required; postgraduate qualification preferred.
• MBA or equivalent leadership qualification advantageous.
• Professional banking qualification is advantageous.

Responsibilities

• Develop and execute an Integrated Channels sales strategy aligned to growth objectives.
• Lead end-to-end sales delivery and drive revenue growth across channels.
• Drive customer acquisition, retention and lifecycle value through channel optimisation.
• Champion digital adoption and customer- centric sales initiatives.
• Lead, develop and retain a high-performing sales enablement team.
• Foster collaboration with Product, Analytics, Marketing and Operations.
• Ensure governance, risk and regulatory compliance across initiatives.

Skills

Sales leadership

Channel strategy

Sales enablement

Digital adoption

Customer lifecycle

Strategic planning

Stakeholder management

Education

Bachelor's degree in Business, Commerce and Management Studies

Postgraduate Degree in Business, Marketing, Finance or Commerce

MBA, MBA or equivalent Executive Leadership qualification

Professional Banking Qualification advantageous

Job description

Job Summary

Lead the sales production and enablement strategy across Integrated Channels including Voice (Contact Centre) to drive sustainable revenue growth, customer acquisition, retention, and channel performance. Accountable for integrating customer, product, segment, and channel strategies into a cohesive commercial growth agenda, while optimising sales effectiveness, digital adoption, and customer lifecycle value to deliver superior business and customer outcomes.

Job Description

Minimum Qualifications

Essential - Bachelor's Degree in either: Commerce Business Management Marketing Economics Finance Banking Preferred Postgraduate Degree in Business, Marketing, Finance or Commerce. MBA, MBL or equivalent Executive Leadership qualification. Professional Banking Qualification advantageous.

Experience Requirements

Minimum 10-15 years' experience in Retail Banking, Financial Services or Commercial Banking. Minimum 8 years in senior leadership roles. Proven experience leading large-scale sales, commercialisation or revenue growth functions. Demonstrated success in customer acquisition, sales enablement and channel management. Experience managing multiple sales channels including Digital, Contact Centre and Branch environments. Experience developing and implementing enterprise-wide sales strategies. Experience managing large teams and leading leaders.

Leadership Competencies

Strategic Leadership: Systems thinking, Strategic foresight, Business innovation, Enterprise leadership. Commercial Leadership: Growth orientation, Market awareness, Commercial judgement, Results focus. People Leadership: Inspiring leadership, Talent development, Coaching and mentoring, Culture building. Stakeholder Leadership: Influencing without authority, Executive communication, Collaboration and partnership management, Negotiation and relationship management.

Personal Attributes

Highly analytical, Customer, -centric, Resilient under pressure, Innovative and curious, Decisive and action-oriented, Strong business acumen, High level of integrity, commercial growth while ensuring exceptional customer outcomes and regulatory compliance.

Key Accountabilities

1. Commercial Strategy Formulation & Execution Develop and execute the Integrated Channels Sales Production/Customer and Enablement Strategy aligned to business and growth objectives. Define and implement customer acquisition, growth, retention and portfolio optimisation strategies across customer segments and channels. Formulate sales production models that optimise channel productivity, customer conversion and revenue generation. Translate strategic growth ambitions into executable channel, product and customer plans. Drive commercial integration across Branch, Contact Centre, Digital and emerging acquisition channels. Provide strategic leadership and direction for the Call Centre by developing and executing customer service, sales, operational excellence, workforce, technology and risk strategies that support the Bank's growth objectives. Accountable for optimising customer experience, enhancing operational efficiency, ensuring regulatory compliance, driving revenue generation through remote channels, and building organisational capability to sustainably deliver business performance across multiple service and sales functions Monitor market trends, competitor activity, customer behaviour shifts and industry best practices and incorporate these into commercial planning. Establish and maintain a sustainable sales operating model that supports growth and customer primacy. Develop growth forecasts and integrated channel plans in support of business objectives.

2. Sales Performance & Opportunity Management Own end-to-end sales delivery and commercial outcomes across Integrated Channels. Establish value-based lead management and opportunity management strategies. Drive sales conversion improvements across all channels. Ensure effective utilisation of sales pipelines and lead management capabilities. Implement performance management frameworks to optimise channel productivity. Partner with Product teams to define targets, sales opportunities and commercial priorities. Drive sales scorecard management and performance reporting.

3. Channel Productivity & Portfolio Optimisation Drive channel effectiveness through data-led performance management. Optimise channel economics, productivity and cost-to-income outcomes. Ensure product mix, customer mix and channel mix are aligned to strategic objectives. Improve customer lifecycle management to maximise customer value. Monitor channel performance and identify opportunities for continuous improvement. Evaluate and develop emerging customer acquisition channels.

4. Customer Innovation & Commercialisation Lead customer-centric innovation initiatives that improve acquisition, engagement and retention. Drive digital adoption through innovative sales and customer engagement solutions. Identify and implement commercial opportunities arising from digital transformation. Partner with data and analytics functions to identify data monetisation opportunities. Develop innovative campaigns and customer acquisition initiatives that drive sustainable growth.

5. Sales Capability & People Leadership Lead, inspire and develop a high-performing sales enablement and commercialisation team. Build future-fit sales capability aligned to changing customer and market expectations. Drive a sales-focused culture that balances commercial outcomes and customer primacy. Partner with Human Capital to develop sales effectiveness programmes, recognition initiatives and incentive structures. Ensure succession planning and leadership capability development. Foster strong employee engagement and colleague experience.

6. Stakeholder Management & Collaboration Develop strong partnerships across Product, Segments, Channels, Marketing, Analytics, Digital and Operations teams. Lead commercial planning interactions with internal and external stakeholders. Influence strategic decisions through strong commercial insights and business cases. Manage relationships with regulators, suppliers, service providers and strategic partners. Facilitate alignment across all Integrated Channel stakeholders.

7. Governance, Risk & Compliance Ensure compliance with regulatory, governance and risk frameworks. Drive responsible sales practices and appropriate customer outcomes. Ensure all commercial initiatives comply with governance standards. Implement relevant policies, controls and reporting frameworks. Monitor operational and conduct risks impacting channel performance.

Decision-Making Complexity (Stratified Systems Theory Level 6)

This role operates at a strategic integration level requiring: Development of medium-to-long term commercial strategies (3-5 years). Management of multiple interconnected systems across customers, products, channels and operations. Balancing strategic growth, customer outcomes, risk and commercial sustainability. Integration of multiple business functions into a single commercial operating model. Managing complexity through predictive modelling, scenario planning and strategic execution. The role requires judgement under ambiguity and the ability to influence outcomes through systems thinking rather than direct operational control.

Education

Bachelor's Degree: Business, Commerce and Management Studies

Employer

Absa Bank Limited is an equal opportunity, affirmative action employer. In compliance with the Employment Equity Act 55 of 1998, preference will be given to suitable candidates from designated groups whose appointments will contribute towards achievement of equitable demographic representation of our workforce profile and add to the diversity of the Bank. Absa Bank Limited reserves the right not to make an appointment to the post as advertised.

Our Story

At Absa, our story is not a single narrative. It’s thousands of individual journeys unfolding across Africa and beyond. From colleagues serving customers in local communities to teams shaping financial solutions across borders, Absa is built on people who bring their lived experiences, ambitions and perspectives into the workplace every day. Whether you’re starting your career, a seasoned leader or somewhere in between, your contribution is seen, valued and connected to something bigger.

Our presence across Africa – which spans personal and business banking, corporate and investment banking, wealth and investment management, and insurance – exists because of the people who show up in their roles with purpose. Across Botswana, Ghana, Kenya, Mauritius, Mozambique, Seychelles, South Africa, Tanzania, Uganda and Zambia, our colleagues are shaping what Absa becomes in each market.

Beyond the continent, teams in global offices and a technology hub support and extend the stories that prove that African talent can lead, influence and innovate on the global stage.

At Absa, your story matters because progress is driven by human experience, not hierarchy. When people are enabled to bring their whole selves to work, they don’t just build careers. They help shape the future of Africa’s financial services landscape.