The Regional Sales Manager is accountable for leading, growing and optimising sales performance across the Western Cape 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, real estate and other key lead sources. Identify and secure new business opportunities.
Customer experience and risk management: Provide guidance on complex home loan applications. 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 Gauteng
North and West property market, including regional economic drivers,
competitive conditions and buyer behaviour trends. An existing regional network
is advantageous.
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, estate agencies and other lead providers 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.
Key Success Criteria
Area
KPI
Regional
sales performance
Achievement of regional home
loans, insurance and related product targets, measured monthly and year to
date against approved targets.
Quality of sales output
Regional conversion ratios, measured against agreed
benchmarks.
Pipeline
health and sustainability
Value, age and coverage of the
regional sales pipeline, ensuring sufficient forward-looking activity to
support future targets.
Regional profitability
Contribution margin for the region, including
effective cost control against the approved regional budget.
People
performance and stability
Consistent
performance across the regional team, with strong performers retained and
unwanted turnover kept low.
Partner
growth and engagement
Growth in
active lead sources, with partners engaged, service levels met, and issues
resolved quickly.