Internal Manager Home Services

A prominent financial services organisation is seeking an experienced and commercially astute Internal Manager to spearhead the growth and performance of its Home Services division within the Western Cape. This pivotal role will be instrumental in translating the company's strategic vision for home loans into tangible sales and acquisition plans, ultimately driving market share, enhancing client conversion rates, and elevating the overall client experience across internal distribution channels.

About the Role

The core function of this position is to manage and optimise the end-to-end home loans value chain within internal operations. The incumbent will be responsible for developing and executing comprehensive sales and acquisition strategies, meticulously monitoring performance across various internal distribution points. A key aspect of the role involves identifying performance discrepancies and implementing targeted interventions to rectify them, ensuring consistent delivery and client satisfaction. Furthermore, the manager will collaborate closely with regional and branch leadership, as well as segment specialists, to identify and capitalise on opportunities for client acquisition, cross-selling, and overall growth within the existing client base.

This dynamic role encompasses a broad range of responsibilities, all geared towards fostering robust growth in the home loans portfolio. Key duties include:

• Developing and implementing strategic sales and acquisition plans tailored for internal channels to boost growth, increase market share, improve conversion rates, and deepen client engagement.
• Leading and rigorously monitoring sales performance across all internal distribution channels, proactively identifying areas for improvement and initiating corrective actions.
• Collaborating with leadership across various business units, including regional management, branch networks, and specialised segments, to unearth and leverage acquisition and cross-selling opportunities.
• Cultivating and developing the internal Home Loans acquisition team, instilling a culture of high performance, capability building, accountability, and a consistent focus on positive client outcomes.
• Establishing and nurturing strong relationships with senior stakeholders in critical departments such as Credit, Product, Pricing, Operations, Processing, Risk, and Compliance. The aim is to streamline sales processes and enhance service delivery.
• Managing the quality of the sales pipeline, closely tracking conversion rates, analysing market insights, and adhering to risk and governance frameworks to bolster channel performance and ensure sustainable growth in the home loans segment.

What They're Looking For

Successful candidates will possess a strong foundation in the home loans or broader lending sector, coupled with proven sales leadership capabilities. The ability to build and effectively influence relationships with senior stakeholders within a complex banking environment is crucial.

Essential qualifications and experience include:

• A relevant Degree or Advanced Diploma (NQF Level 7 or higher) in Business Commerce, Finance, Banking, Economics, Marketing, or a related commercial discipline.
• A recognised FAIS qualification where applicable, along with meeting all applicable FAIS Fit and Proper requirements. RE1 accreditation will be necessary if the role involves designated Key Individual responsibilities.
• A minimum of five to seven years of relevant experience within the Home Loans, mortgage lending, banking sales, distribution, or client acquisition fields.
• Demonstrated expertise in sales performance management, client acquisition, pipeline management, and conversion within a target-driven environment.
• Proven experience in leading and developing sales teams.
• A strong track record of managing and influencing senior stakeholders across diverse internal business and distribution functions.
• A thorough understanding of Home Loans products, credit processes, and the complete mortgage lending lifecycle.
• Experience in utilising sales, client, and market insights to identify new opportunities and enhance commercial performance.

**In a South African context,** a role like this typically commands a competitive salary, reflecting the significant responsibility and the specialist nature of the home loans market. Employers often include major banking groups, specialist lending institutions, and large financial services providers. Career progression can lead to broader management roles within sales, distribution, or even head of division positions, particularly for those who demonstrate strong leadership and a deep understanding of the South African property and mortgage landscape.

• Degree or Advanced Diploma (NQF Level 7 qualification or higher) in Business Commerce, Finance, Banking, Economics, Marketing or a related commercial field.
• Relevant FAIS-recognised qualification, where applicable.
• Must meet applicable FAIS Fit and Proper requirements.
• RE1 required where the role carries designated Key Individual responsibilities.

Experience Required:

• 5–7 years’ relevant experience within Home Loans, mortgage lending, banking sales, distribution or client acquisition.
• Strong experience in sales performance, acquisition, pipeline management and conversion within a target-driven environment.
• Proven experience leading and developing sales teams.
• Demonstrated ability to manage and influence senior stakeholders across internal business and distribution environments.
• Strong understanding of Home Loans products, credit processes and the end-to-end mortgage lending journey.
• Experience using sales, client and market insights to identify opportunities and improve commercial performance.

Behavioural Competencies:

• Convincing People and Establishing Rapport
• Directing People and Team Working
• Making Decisions and Pursuing Goals
• Seizing Opportunities and Exploring Possibilities
• Challenging Ideas and Embracing Change
• Resolving Conflict and Conveying Self-Confidence

Technical Competencies:

• Mortgage Lending
• Sales Planning and Reporting
• Banking Process and Procedures
• Product Knowledge
• Financial Acumen
• Risk Management