Regional Sales Manager (Conversion) - Northern Province

Required qualifications

Matric (Grade 12).

Relevant tertiary qualification advantageous.

Required experience

Minimum five years’ sales management
experience at regional management level.

Home loans industry experience essential.

Required
knowledge

Home loans
and lending environment

In-depth understanding of the South African home loans market, including
end-to-end mortgage origination processes, bank credit frameworks, approval
decisioning and common risk factors that affect conversion and payout.

Financial
services product landscape

Knowledge of insurance and related financial products offered alongside home
loans, and how these contribute to overall customer value and regional revenue
mix.

Sales
performance mechanics

Understanding of sales performance drivers, including pipeline dynamics,
conversion ratios, capacity modelling and productivity levers in a regional
sales environment.

Partner and
distribution ecosystem

Knowledge of how estate agencies, developers, attorneys, banks and other lead
sources operate within the property and lending value chain.

Regulatory
and compliance framework

Practical understanding of regulatory, compliance and governance requirements
applicable to mortgage origination, including MORCSA-related obligations and
internal policy frameworks.

Regional
market context

Knowledge of the local property market, including regional economic
drivers, competitive conditions and buyer behaviour trends. 

Required
skills

Sales
performance management

Ability to set sales targets, manage pipelines,
track performance against targets and actively drive conversion across home
loans, insurance and related products using defined metrics and dashboards.

Financial
and budget management

Ability to prepare, manage and monitor
regional budgets, understand revenue and cost drivers, and take corrective
action to protect profitability.

Data
analysis and reporting

Ability to analyse sales data, trends and
forecasts, and to produce clear, accurate performance reports that support
management decision-making.

Partner and
stakeholder management

Ability to manage formal relationships with
banks and other business partners through structured engagements, issue
resolution and ongoing performance management.

Negotiation

Ability to negotiate commercial terms, targets
and resolutions with external partners and internal stakeholders while
maintaining productive working relationships.

Credit and
case arbitration

Ability to assess, guide and arbitrate complex
or escalated home loan applications, applying sound judgement within agreed
credit and policy frameworks.

Compliance
application

Ability to apply regulatory, compliance and
internal governance requirements consistently in day-to-day sales operations.

Planning
and operational execution

Ability to translate regional strategy into
practical plans, allocate resources effectively, schedule activity and ensure
disciplined execution.

Systems and
tools proficiency

Proficient use of sales, CRM and reporting
systems, with intermediate to advanced proficiency in Microsoft Excel, Word,
PowerPoint and Outlook.

 Essential competencies

Leadership: Provides clear direction to
regional teams, takes ownership for outcomes, and sets the tone for performance
and professionalism. Leads from the front, holds people accountable, and builds
credibility through consistent actions and decisions.

Results-oriented: Maintains a strong focus on
achieving agreed sales, growth and performance targets. Translates objectives
into action, follows through on commitments, and persists in the face of
obstacles until results are delivered.

Commercial drive: Demonstrates a strong
business mind-set and appetite for growth. Actively seeks opportunities to
improve regional performance, expand partnerships and increase profitability,
while balancing risk and sustainability.

Market-oriented: Stays informed about regional
market dynamics, competitor activity and partner behaviour. Uses market insight
to adapt regional strategies, prioritise effort and position ooba effectively
within the region.

Directing: Provides clarity on priorities,
roles and expectations. Sets frameworks and standards that enable teams to work
effectively, and makes firm decisions when alignment or performance is at risk.

Analysing and forming opinions: Examines data,
trends and situations systematically, identifies root causes, and forms
balanced, evidence-based opinions to guide decisions and actions.