Key Responsibilities
Product Planning and ideation
Providing description of the market and customer problems and needs so as to develop market and customer requirements, and use cases to the development team.
Define possible solutions to the market and customer problems, with feature suggestions
Work with the finance team to develop the commercial model / business case for new products as well as enhancements to existing products
Formulate the market approach
Work with the marketing team to develop the product positioning, value propositions, the launch plane, marketing plan, including collateral requirements, marketic tactics and sales activities
Play a lead role in taking products to market and new product incubation before moving them fully to business.
Prepare product presentations for various stakeholders.
Provide product training for Equity bank staff with specifal focus on the sales staff and customer support staff.
Sales Channel Support & Product Revisions
Carry out marketing and sales reviews, gap analysis and documentation of lessons.
Support the business in lead generation
Win/Loss analysis of new products.
Competitor analysis and product comparison.
Regular customer and consumer visits.
Work with Research department for consumer and customer research.
Secure commitment from managemnet via the sign-off process
Products performance measurement
ARPU – Average revenue per user
CAC – Customer acquisition cost
CLV – Customer lifetime value
User adoption and satisfaction
Product ROI
Sales and Distribution
Participate in the development of sales strategies and action plans, and lead their implementations in assigned geography
Support various Equity bank employees to meet / exceed their sales & distribution targets within the assigned geography
Be 100% conversant about the achievement of team, branch and therefore overall regional targets at all times.
Locate and propose potentials business deals by visiting, contacting existing and potential bank customers to cross sell and up sell.
Represent and promotes the Equity Bank and Finserve’s image in the community by developing and maintaining business relationships with current and potential clients, and various influencers and supporters of the brand.
Represent and promote Equity Bank and Finserve product offerings & services at industry related trade shows and events, including presentations
Detect complex problematic situations and, upon escalation, intervene to implement any required corrective measures
Team work
Maximize team productivity and ensure they operate within the set policies and procedures
Run regular sales team meetings, identifying and sharing best practice.
Train the regional Equitel team and other partners of the bank
Develop and maintain strong relationship with staff within the branches and head-office, business leaders at branch level as well as the Regional management
Respond to incoming email and phone enquiries in a prompt manner
Undestand the customer, the market and industry
Support and ensure delivery of best-in-class customer service to new and existing customers within the assigned geography
Gather & distil customer and market insights, monitor market trends and feedback to management in a timely manner, to help optimize the effectiveness of the Finserve Sales & Distribution strategy and Execution plans
Submit comprehensive, accurate and timely reports
Essential Knowledge
Excellent communicator (verbal & written)
Strong leadership capabilities
Good planning and organizational skills
Strong analytical and negotiation skills
Naturally inquisitive & insightful. A business builder
The ability to work calmly under pressure, with minimum supervision,
High tolerance for work in a rapidly evolving work environment (adaptability)
Genuine customer focus
Candidate’s Profile and Qualifications
University degree from a well-recognized university
· Minimum 5 years’ experience in field sales, 3 of which must have been spent leading a sales team preferably the banking industry
Proven ability to analyse complex business issues and identify, design and implement effective practical recommendations
· Able to operate in a performance driven organization
