Position Description: Date of Creation: Position Title: Division: Team: Location: Reports To Position: Direct Reports

The document is a position description for a Sales and Capability Manager role within a bank's Local Connection division. The role is responsible for leading and coaching sales activities in the region to meet sales strategies and growth objectives. Key accountabilities include driving a customer-focused sales culture, delivering sales programs and initiatives, enhancing sales capabilities, and coaching and developing staff. The position reports to the Retail Delivery Manager and works closely with regional teams and branches to support sales performance and community engagement. Qualifications required include relevant industry accreditations, sales and relationship building experience, and coaching skills.

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Position Description: Date of Creation: Position Title: Division: Team: Location: Reports To Position: Direct Reports

Uploaded by

Yassine Tahiri

We take content rights seriously. If you suspect this is your content, claim it here.

Available Formats

Download as PDF, TXT or read online on Scribd

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Position Description

Date of Creation: February 2016

Position Title: Sales and Capability Manager
Division: Local Connection
Team: Retail Delivery
Location: Various
Reports To Position: Retail Delivery Manager
Direct Reports: N/A

Organisational and Position Overview

The Local Connection Business of Bendigo Bank are custodians of the end-to-end customer experience. We lead
sales and service for all channels such as branch, mobile, online, social and phone. Local Connection is responsible
for maintaining Bendigo Bank’s competitive advantage in the marketplace, leading and driving innovation. To
achieve this Local Connections work with other businesses and partners who manufacture products which we
distribute, sell and service to acquire and retain customers.

In order to successfully achieve our vision of being Australia’s most Customer Connected bank we focus on our
three key pillars – Customer, People and Community resulting in successful financial and operational excellence.

Underpinning all of our interactions and strong customer commitment is our values determining how behave with
each other, our customers and our partners.

Part A: Job Specification

Job Purpose

The Sales and Capability Manager is responsible for leading and coaching sales activity within the region in line with
the Local Connection and State strategies. This is done through proactive identification and development of
coaching needs and strategies within the network. The Sales and Capability Manager works collaboratively with
the Senior Manager, Strategy and Performance to implement and drive sales initiatives and capability throughout
the network.

Reporting & Relationships

Relationships:
 Region Team
 Branch Network
 Retail Delivery Team

Sales and Capability Manager Page 1 of 4

Key Accountabilities (6 – 8)

Key Result Area Accountability

Sales Focus  Lead, drive and embed a customer focused sales culture.
 Deliver effective sales programs and campaigns to meet the needs of
Regional performance in line with National sales strategies.
 Deliver and embed all new Sales initiatives throughout the Region.
 Enhance the sales capability and confidence within the network.
 Successful embedding and adoption of effective BEing Bigger and Better
sales management routines and disciplines.
 Support the monitoring of the Region’s sales performance, benchmarking
results and collaboratively working with the business to enhance
performance.
 Proactively develop and implement internal and external business
development strategies with the Regional network to achieve business
growth and financial objectives.
Community  Communicate and champion the Bank’s point of difference to key
stakeholders.
 Support and nurture strategies to connect with and contribute to
communities.
 Work with Boards to develop effective Sales Strategies.
Coaching & Development  Effective coaching of staff throughout the Region to increase Sales
capability and performance.
 Coach and develop staff to ensure effective customer conversations,
including lending conversations.
 Ensure a holistic approach to all customer interactions on all lending,
deposit, Wealth and insurance products.
 Ensure effective weekly Sales meetings are conducted at each branch,
leveraging skills and maximizing opportunities.
Risk  Nurture and lead a culture that embeds consideration of risk and
compliance on all decision making.
 Work closely with the Risk Managers to ensure business performance is
achieved within acceptable risk parameters.
Values  Demonstrate consistent behaviour in accordance with the Bendigo and
Adelaide Bank Values of Teamwork, Integrity, Performance, Engagement,
Leadership and Passion.

Sales and Capability Manager Page 2 of 4

Part B: Person Specification (Minimum Requirements)

Qualifications, Knowledge & Experience

 Proven business development skills

 The provision of exceptional customer experience
 Leadership capability
 Relationship building skills
 Excellent interpersonal and communication skills
 Excellent presentations skills, including ability to make formal presentations internal and externally
 Sales and marketing skills
 Change management
 Knowledge of Group lending policies, procedures, products and systems
 Sound knowledge and experience in Business development activities

Qualifications:
 FSRA Tier 2 accreditation – Deposit Taking and Non Cash Payment Facilities and General Insurance
 Certificate 3 in Financial Services
 Desired Formal Qualification in Business / Finance or related discipline
 Desired Coaching/Training Qualifications

Technical & Business Skills

Skills, knowledge and abilities:

 Customer Orientation – Cultivating strategic relationships and ensuring that the customer perspective is the
driving force behind all value-added business activities.
 Managing the Job – Effectively controlling one’s job by planning time on priority goals, requirements, and
areas of opportunities.
 Coaching/Teaching – Providing timely coaching, guidance and feedback to help others excel on the job and
meet key accountabilities.
 Motivating the Sales Organisation – Passionately selling the sales organisation’s strategy; continuously raising
expectations of sales performance; encouraging and supporting team efforts to achieve challenging sales
goals.
 Sales Disposition – Demonstrating the traits, inclinations, and outlooks that characterise successful
salespersons; exhibiting behaviour styles that facilitate adaptation to the demands of the sales role.
 Building the Sales Organisation – Attracting, developing, and retaining talented individuals; creating a sales
culture that enables associates to realise their highest potential, thus allowing the organisation to meet future
challenges.

Special Requirements

Regular out of hour’s attendance at Community Bank board meetings and AGM’s.

Assessments Required:
Cognitive Abilities Testing, Emotional Intelligence Testing, Coaching role plays, Reference Checks, Police Check