Principal: TS Sales (Cape Town)

Job Family

Transactional Services

Leadership Pipeline

Manage Self Expert

Job Purpose

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.

Job Responsibilities

• 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.

Essential Qualifications

Professional qualification and/or Honours degree.

Minimum Experience Level

• 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.

Technical / Professional Knowledge

• Sales strategy and coverage: Client targeting, account and portfolio planning, segmentation, tiering, revenue growth and wallet expansion.


• Client, market and opportunity insight: Deep sector and industry-value-chain insight; market and flow analysis; client needs diagnosis; strong product and service knowledge.


• Solution origination and advisory: Strategic and TS advisory; treasury and working-capital advisory; opportunity qualification; thought-leadership selling; integrated solution structuring.


• Commercial structuring and execution: Pricing and profitability analysis, risk-adjusted return discipline, multi-product proposition architecture, proposal strategy, negotiation and closing.


• Relationship management: Senior stakeholder mapping and engagement, cross-sell and up-sell identification, partner leverage, retention and expansion.


• Stakeholder engagement and communication: Cross-functional orchestration, high-stakes presentations, effective solution articulation, influencing and persuasive business writing.


• Digital, data and platform-enabled sales: Data-led opportunity prioritisation, appropriate use of AI-enabled insights, digital/platform advisory and technology-enabled solutioning.


• Product commercialisation support: Proposition articulation, client adoption feedback and coordination of market activation with Product and Service.


• Banking, risk and delivery knowledge: Banking procedures; relevant legislation and regulation; risk-management frameworks; implementation, onboarding and service operating models; project-management principles.


• Systems and tools: CRM and pipeline-management systems, relevant banking platforms and Microsoft Office tools.

Behavioural Competencies

• Customer focus and strategic client leadership: Builds trusted relationships, anticipates needs and owns the TS client agenda.


• Insight-led consultation: Diagnoses before proposing and translates complex client context into relevant choices.


• Commercial judgement and decision quality: Balances client value, revenue, profitability, risk, feasibility and long-term relationship value.


• Balances stakeholders: Anticipates competing needs and protects clear decision rights while progressing the shared client outcome.


• Collaborates and builds networks: Mobilises specialists and partners across organisational boundaries without relying on hierarchy.


• Communicates effectively and persuades: Presents compelling, evidence-based propositions; influences senior stakeholders; negotiates skilfully.


• Drives results and ensures accountability: Maintains momentum, follows through on commitments and drives opportunities through handover and revenue realisation.


• Business insight and financial acumen: Applies market, sector, banking and financial insight to improve client and commercial decisions.


• Instils trust and demonstrates integrity: Acts transparently and pursues growth within ethical, regulatory, reputational and conduct boundaries.


• Adaptability, resilience and action orientation: Navigates ambiguity, responds to change and pursues opportunities with urgency and sound judgement.


• Values differences: Uses diverse perspectives respectfully to strengthen decisions and client outcomes.

Employment Equity Statement

Preference will be given to individuals from underrepresented groups.