Merchant Sales Specialist – Southern Region Zambia National Commercial Bank Plc

JOB PURPOSE

Responsible for setting up and accelerating growth of an active Merchant Banking network in the assigned region. Accountable for all related financial, service, risk and governance KPI’s in the allocated region.

Under the supervision of the Merchant Sales Snr Specialist the following are among the Job Key Responsibilities:

• • Recruit Merchants in line with the required monthly targets
  • Execute Merchant onboarding strategy
  • Deployment of Merchants
  • Drive visibility of the channel (Merchants) outlets in the area
  • Sensitize the Merchant on commission structure and payment dates/time
  • Ensure correct KYC is completed and submitted for onboarding purposes
  • Increase numeric Merchant distribution in a given region
  • Conduct quarterly market sizing and providing initiatives to stay ahead of market
  • Responsible for driving regional revenue performance of the Merchant Banking sales Channel
  • Ensuring merchants are correctly priced as policy and regulators
  • Manage end to end customer communication
  • Build and enhance positive working relationships with external and internal stakeholders
  • Drive Merchants reward programs in the region
  • Ensure Merchants receive all relevant training
  • Sending merchant statements in instances when the system fails
  • Ensure Merchants have a better experience by placing them on bank platforms e.g. e-tracer
  • Performing merchant reconciliation with merchants when queries arise
  • Ensuring Region Active rate of channel is attained on a weekly basis.
  • Analyzing the inactive report to improve operational efficiency
  • Training of TDRs ( Trade Developer Representatives)
  • Assigning Merchants to the (Trade Developer Representatives ) TDR territories
  • Resolving TDR queries
  • TDR Performance monitoring
  • Implementation and closure of Audit findings
  • Implementation and closure of regulatory inspections findings
  • To report the RCSA (Risk Register) on a monthly basis and ensure implementation of controls against open risks
  • To report risk events within 24 hours to 3 days of occurrence and ensure closure of open action plans.
  • Any other responsibilities assigned by management

INTERNAL/EXTERNAL CONTACT

• • External: Customers, local public officers
  • Internal: All Divisions

QUALIFICATIONS AND EXPERIENCE

• • Grade 12 Certificate with Credit or above, mandatory in Mathematics and English
  • University degree in Business or any relevant field or professional qualification from a recognized university.
  • Minimum Five (5) years working experience, with at least three (3) years in the Merchant Acquiring environment or relationship management. This experience provides an understanding of how businesses operate, as well as understanding the business environment
  • Relevant banking and finance qualification will be an added advantage.
  • Previously working experience in a Digital Banking Environment will be an added advantage
  • Strong numerical skills and financial acumen to analyze, evaluate and identify trends on customer statements and other industry participants.
  • A sound understanding of transactions and cash flow cycles pertaining to the acquiring industry.
  • A Good knowledge of spreadsheet applications (e.g. Excel) to capture and analyze merchant data.
  • Good knowledge of general banking practices and procedures.
  • A good understanding of the principles and practices of business economics and the current business economic environment.
  • A good current knowledge of different industry sectors and pricing
  • A thorough knowledge of ALL Card Schemes in the market
  • A good knowledge of electronic tools such as etracer statement and internet banking for lead generation purposes.
  • A good knowledge of competitor offerings and structures in the market
  • A strong working knowledge of the terms and conditions of the merchant onboarding process
  • A good knowledge of the Companies Act for correct documentation/mandate preparation purposes.
  • Negotiation skills.
  • Good knowledge of portfolio/ relationship management

JOB CORE COMPETENCIES

Personal competencies

• • Excellent verbal and written communication skills.
  • Highly numerate/ Data rational: Is good with numerical data, operates on facts, enjoys assessing and measuring performance
  • Socially Confident: Self-assured, enjoys meeting people, creates a good impression in social situations, is good with words and knows what to say (even when communicating disagreeable information).
  • Persuasive: Enjoys selling and negotiating, changes the opinions of others, is convincing with arguments.
  • Analytical: Identifies and analyses patterns and trends, sees the relationship between cause and effect, has a strong enquiring mind.
  • Innovative: Generates ideas, shows ingenuity and thinks up solutions.
  • Forward planning: Prepares well in advance, enjoys setting targets, plans activities.
  • Controlling: Takes the lead, directs, manages, supervises and organizes others.
  • Active: Energetic, vigorous, enjoys being out and about.
  • Results orientated: Strongly motivated to compete and achieve impressive results, strives to improve, has a “can do” attitude and enjoys challenges.

Inter – personal competencies

• • Delivering Results
  • Serving Our Customers
  • Communicating with Impact
  • Working in teams
  • Building Relationships
  • Leadership

Personal competencies

• Being Pro – Active
• Resilience
• Problem Solving Styles
• Acting with Integrity