Principal: TS Sales (Cape Town)

Act as the senior Transactional Services (TS) relationship lead and named TS client and opportunity owner for an assigned portfolio. Diagnose client treasury and working-capital needs, originate and convert commercially sustainable opportunities, deepen wallet share, and mobilise the bank to deliver integrated TS solutions and realise revenue.

Professional qualification and/or Honours degree.

7-10 years' experience in a relevant product area, Transactional Services, banking sales, treasury, working capital or a related industry, including senior client engagement and complex opportunity origination and conversion.

Strong understanding of Working Capital lending solutions and Transactional Banking / Transactional Services solutions.

Own the TS client agenda: Develop and maintain client-level TS strategies and account plans aligned to the client’s business priorities, sector context and the broader enterprise relationship strategy.

Originate and qualify opportunities: Use sector, industry-value-chain, market, flow and client insight to identify, prioritise and qualify opportunities across existing and new clients.

Lead insight-led advisory: Lead strategic client discussions and diagnose needs across cash management, payments, collections, liquidity, deposits, trade, working capital, supply-chain finance, custody, digital channels and related TS services, as relevant to the portfolio.

Shape integrated propositions: Translate client needs into coherent multi-product propositions, working with Product and other specialists to confirm feasibility, operating-model fit, implementation requirements and client value.

Lead commercial structuring: Develop the commercial strategy and pricing recommendation; assess revenue, cost-to-serve, margin, risk-adjusted return and long-term relationship value; and secure the required pricing approvals.

Pitch, negotiate and close: Set the proposal and value-story strategy, lead senior client presentations and complex commercial negotiations, and progress opportunities through contracting and closure.

Manage pipeline and forecast: Maintain accurate, current and evidence-based opportunity records and forecasts; prioritise activity; identify dependencies and risks; and drive timely decisions and next actions.

Mobilise the enterprise: Orchestrate Client Coverage, Product, Credit/Risk, Compliance, Legal, Implementation, Client Service, Operations, Technology, Business Enablement and other partners around a clear client outcome.

Complete the handover: Ensure an accepted handover with confirmed scope, solution, pricing, documentation, delivery owner, responsibilities, milestones and target revenue-realisation date.

Drive revenue realisation and growth: Monitor implementation progress, adoption and revenue realisation; address commercial obstacles through the accountable delivery owner; identify retention, cross-sell and expansion opportunities; and feed client adoption insight back to Product and Service.

Maintain risk and conduct discipline: Pursue growth within delegated authority and applicable legal, regulatory, compliance, credit, operational, reputational and conduct requirements.

Improve sales effectiveness: Use CRM, data, digital and AI-enabled insights appropriately to improve targeting, prioritisation, client engagement and sales productivity; share market insight and proven practices with colleagues.