Executive: Sales Strategy & Enablement - SME

Job Requisition Details

REQ#144196

Position: Executive - Sales Strategy, Coverage & Enablement - SME 

Reporting Relationship: Managing Executive - SME

Location: Johannesburg, Gauteng 

Closing Date: 27 February 2026

Talent Acquisition: Bongiwe Mchunu

The Company

Nedbank Group is one of Africa’s largest diversified financial services institutions, with 7.7 million clients and total assets of R1.4 trillion. The Group’s 2025+ strategy introduced the Business & Commercial Banking (BCB) cluster to focus on juristic clients—SME, Commercial, and Mid‑Corporate—supported by modern digital capabilities, sector‑led propositions, and simplified, client‑centric operating models.

Within BCB, the SME segment is positioned as a key growth engine, with ambitions to expand market share, modernise digital sales channels, optimise pricing, and accelerate revenue growth through improved frontline execution and differentiated value propositions.

Values Alignment

The successful candidate will exemplify Nedbank’s values:

• Integrity
• Respect
• Accountability
• People‑Centred Leadership
• Client‑Driven Mindset

Job Family

Sales and Service - Business & Commercial Banking (BCB)

Leadership Pipeline

Manage Business (MB)

Job Purpose

This role is responsible for shaping, leading, and executing the SME segment’s national sales strategy, including:

• Designing and driving the SME sales strategy, coverage model, and go‑to‑market approach,
• Leading national frontline SME sales execution across relationship banking, digital sales, partner channels, and acquisition teams,
• Embedding the sales enablement capability required for scale (capability uplift, analytics, sales tooling, coaching frameworks, pricing insights),
• Ensuring the segment delivers sustainable revenue growth, client primacy, and improved sales productivity,
• Translating the SME 3‑year strategy into executable frontline plans with budgets, targets, and tactical plays.
• This role plays a central part in the SME leadership team and is pivotal to enabling Nedbank’s ambition to become the preferred bank for SMEs.

Job Responsibilities

• Sales Strategy, Planning & Execution
  • Design and define the SME sales strategy in alignment with the 3‑year segment growth plan.
  • Define clear goals, budgets, and targets for all SME sales channels and ensure effective deployment.
  • Lead national sales execution across SME channels, including frontline, acquisition, digital sales, and ecosystem partners.
  • Shape and refine the SME coverage model (segmentation, roles, capacity, productivity).
  • Develop and deploy go‑to‑market campaigns and sales tactics leveraging data analytics.
  • Review and adjust operating models in partnership with channel executives to ensure alignment with SME requirements.
• Sales Enablement & Capability Build
  • Develop and lead the SME sales enablement agenda including sales tools, playbooks, training, onboarding, and coaching frameworks.
  • Oversee frontline capability uplift initiatives (needs‑based selling, sector fluency, solutioning, and credit origination quality).
  • Ensure consistent adoption of sales rhythms (pipeline management, opportunity prioritisation, conversion reviews).
• Data‑Driven Sales Management
  • Use analytics, dashboards, CRM insights, and segmentation intelligence to drive frontline behaviours and performance.
  • Identify and address bottlenecks and conversion losses across channels.
  • Apply insights from performance root‑cause diagnostics to optimise processes, pricing, and sales plays.
• Client Experience & Relationship Excellence
  • Foster an SME sales culture anchored in deep financial advice, responsiveness, and service excellence.
  • Drive differentiated client engagement aligned to the Nedbank brand promise, “See Money Differently”.
  • Enhance cross‑sell, up‑sell, and retention through client lifecycle management.
• Collaboration & Stakeholder Engagement
  • Build strong working relationships with Credit, Product, Digital, Marketing, Client Value Management, Risk, Operations, PPB, and other BCB stakeholders.
  • Represent the SME segment at relevant group forums.
  • Engage industry associations, media, and professional networks to represent SME interests.
• People Leadership & Culture
  • Lead and inspire high‑performing teams across strategy, sales, and enablement.
  • Ensure ongoing development, coaching, succession planning, and retention of critical sales talent.
  • Embed a performance‑driven, client‑obsessed culture across the SME segment.
  • Foster partnership and alignment with channel executives to drive unified execution.

Job Responsibilities Continue

Essential Qualifications - NQF Level

Preferred Qualification

• Preferred: Degree in Commerce, Business Management or Economics.
• Postgraduate advantageous.

Minimum Experience Level

• 10+ years’ experience in SME, Business, or Commercial Banking, ideally with national sales leadership.
• Experience developing and executing sales strategy, coverage models, and frontline enablement.
• Proven track record leading multi‑channel sales organisations (frontline, telephony, digital, partnerships).
• Strong credit and risk knowledge (secured and unsecured lending).
• Experience using analytics to inform strategy, sales planning, and performance optimisation.
• Exposure to change management, project execution, and organisational transformation.

Competencies:

• Sales and service management
• Data‑driven decisioning & analytics
• Project and programme management
• Client service and engagement frameworks
• Business savvy and commercial acumen
• Strong communication and collaboration skills
• High EQ, resilience, and ability to lead in fast‑changing environments

Technical / Professional Knowledge

Behavioural Competencies