Regional Sales Manager (Conversion) - Northern Province
The Regional Sales Manager is accountable for leading, growing and optimising sales performance across the Northern Province region. The role exists to translate provincial sales strategy into disciplined regional execution by building strong sales teams, deepening partner relationships, and ensuring sustainable growth across home loans, insurance and related products.
The role requires a commercially astute sales leader who balances people leadership with rigorous performance management, and who represents ooba professionally and credibly with banks, property partners and other stakeholders in the region.
Regional sales performance and growth
Own and deliver regional sales targets across home loans, insurance and related products.
Analyse regional performance data to identify trends, risks and opportunities.
Ensure disciplined management of pipelines, portfolios and conversion ratios.
Business planning and execution
Develop and execute the regional business plan.
Set clear regional and individual targets.
Manage regional budgets responsibly.
People leadership and capability building
Lead, coach and motivate sales teams.
Build a strong talent pipeline.
Embed a high-performance culture.
Partner and stakeholder management
Build and maintain strong relationships with banks and other key business partners.
Identify areas of improvement in terms of our banking partner relationships to optimise conversions.
Customer experience and risk management
Provide guidance on complex home loan applications.
Ensure turn-around times are met and consistent customer service is delivered across the region.
Ensure regulatory and compliance adherence.
Reporting and governance
Provide accurate regional reporting.
Ensure alignment with ooba policies.
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.