Head of Commercial Relationships

Location: Johannesburg, South Africa
Salary: Market
Recruiter: We Place
Job Ref: JHB000137/JC
Summary: We have an exciting opportunity with a Commercial Bank in Sandton. Our client is looking for a Head of Commercial Relationships within the Merchant Services area to strategically, operationally and commercially manage the Sales and Relationships environment.



Job Description

Strategically, operationally and commercially manage the Sales & Relationships environments in Merchant Services area, of all the:

  • potentially new & existing merchants/customers
  • vendors/supplier arrangements
  • strategic & alliance partnerships

The above, all managed in accordance with the related compliance, legislation, internal and external policies, scheme rules and procedures to ensure that the product and operational risks are managed, controlled and maintained.

Manage the regional Sales teams to present merchant acquiring and relevant issuing product solutions to new & existing merchants, to increase the division and bank’s bottom-line contribution.

Key Performance Areas (KPA’s) & Key Performance Indicators (KPI’s)

Financial Management

  • Devise, agree and implement strategy and business plan
  • Develop and manage forecasts and budgets for the Sales & Relationship functions
  • Manage and control costs and income, in-line with bank budget expectations
  • Ensure the function achieves the sales target through strategically selling and cross selling merchant acquiring solutions, always in-line with the strategy approach and business plan
  • Pro-actively identify ‘new’ merchants for, bring to book to meet monthly, quarterly and annual revenue targets
  • Recommend and present acquiring solutions and structure deals/transactions accordingly, to meet merchant needs & requirements

Stakeholder Management

  • Develop and maintain relationships with all internal & external stakeholders, partners and vendors, in order to professionally deliver acquiring/merchant services
  • Manage and maintain external relationships to ensure the area meet the required service standards
  • Interpret business/merchant requirements and address merchant queries and challenges to provide timeous solutions
  • Interact with other areas of the bank in acting as a catalyst in driving the changed initiatives in ensuring compliance with agreed risk parameters as set out in the over-arching all bank’s strategy
  • Grow and manage the existing merchant base through performing a needs analysis of merchant current product usage and finding opportunities to offer diversified products, up-selling and cross-selling different options that add value to the merchant
  • Correctly anticipate and interpret merchant’s business requirements to provide relevant and timeous solutions (research the merchant’s business, in order to be prepared and add value to the solutions provided)
  • Continuous face-to-face and telephonic interaction with merchants, in order to pre-empt, review and pro-actively address their needs & requirements
  • Drive new business through utilizing avenues through team networks with other Group companies and strategic partnerships
  • Enable the regional sales teams to sign-up new merchants, assisting management with ‘cold calling’, listen to calls, coach and mentor management if and where necessary
  • Ensure that all advise given harnesses the Bank’s brand
  • Manage & limit any reputational risk of the Bank’s brand

Operational Management

  • Ensure on-going strategic initiatives are evaluated, interpreted and implemented in maintenance of an effectiveness of the sales & relationship function
  • Ensure all statutory and business reporting are executed on within predetermined deadlines (monthly, quarterly and/or annually), in-line with all the relevant regulations and the Bank’s internal policies and procedures

People Management

  • Monitoring and managing the deliverables, output and performance of subordinates within the sales teams
  • Develop talent by facilitating cross training, developing, coaching, mentoring & growing individuals & teams within the environment
  • Encourages career advancement
  • Follow-up on disciplinary procedures and any other matters relating to subordinate behaviour and activities
  • Ensure effective training & development practices exist in the BU and that continuous learning is fostered
  • Mentor staff by going with them to clients, assisting them with solutions and closing deals
  • Accountable for providing an environment in which employees can apply what they have learned
  • Support & reinforce the application of newly acquired skills
  • Reward the application of newly acquired skills & knowledge
  • Foster a climate of continuous learning
  • Ensure training is a part of employees' daily routine & encourages them to tap into the knowledge of their colleagues & to set performance improvement goals
  • Manage day-to-day staffing requirements, issues and performance

Governance & Compliance

  • Draft, implement and maintain applicable policies, procedures and guidelines to ensure optimal functioning of the sales business units
  • Define, develop and implement necessary procedures in conjunction with current procedures, to ensure that risk is minimised with all sales areas
  • Conduct research of various industries, best practice methodologies and changes in markets thereby identifying risk to adjust areas in the business timeously
  • Adherence to legislation and regulatory requirements


  • Knowledge, Skills and Abilities Required (Competencies & level of competencies)
  • Knowledge of Banking/Financial Services sales & relationship management, products & services environment
  • Strong business acumen
  • Ability to influence behaviour
  • Relationship management & networking skills
  • Knowledge of payments industry (both within the issuing and acquiring of a Financial Institution’s Card Division
  • Objective & deadline driven
  • Knowledge of Visa & Master Card settlement & payment processes
  • Understanding of sales teams & targets dynamics
  • Strategic Thinking
  • Enthusiasm, energy, drive & resilience

Minimum Requirements

  • Post-matric and/or equivalent qualification
  • Degree and/or Diploma in a Business related field (Preferred)


  • 5 to 10 years in the payments and/or financial industry, preferably with acquiring (card) and/or merchant experience
  • Payments knowledge both within the issuing and acquiring environments
  • Customer focused understanding the sales dynamics and targets

Working Conditions

Extensive travel to customers / potential customers / suppliers & partners

Should you not receive a response from us within one week of your application, your application has unfortunately not been successful.

You can visit our website for more vacancies: www.wePlace.co.za or Facebook page @wePlace


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