Chief of Retail Sales & Distribution

Why Join Us?

JN Bank is a member company in the Jamaica National Group one of the Caribbean’s pre-eminent and most recognizable brands. We are 100 percent locally owned and we are a bold and courageous financial institution dedicated to financial independence for all and using business as a force for good. We will always help you find a way, go where no one has gone before to facilitate extraordinary life experiences, create wealth and sustain long-term value…. that’s our vision!

What’s the opportunity?

We are seeking to recruit a suitably qualified and experienced candidate to fill the position of Chief - Retails Sales & Distribution. This role requires an individual that brings a strong commercial presence to the Bank, and who is experienced with a proven track record of success in influencing consumer outcomes.

Reporting to the Managing Director, the Chief of Retail Sales is the Banks most senior sales and distribution leader and will be accountable for driving retail revenue growth by leading all frontline sales activities across branches and assisted channels. The role focuses on customer acquisition, customer retention, product penetration, and sales productivity for retail banking products while embedding a high-performance, customer-centric sales culture across the bank. The role ensures effective integration of branches, sales teams,  and digital-assisted channels to deliver a seamless omnichannel customer experience while improving productivity and profitability.

This role also works in partnership with the product officers mortgage, savings and investments, unsecured and auto loans and small and medium enterprise and other business functions including marketing, accounting and financial reporting, risk and compliance and human resources therefore, cross-company engagement and collaboration are essential for success.

What’s in it for You?

You will work with a vibrant and motivated team and will have an opportunity to apply your knowledge and expertise to ideate and lead the function. The role is a rich, multi-faceted combination of management, strategy and hands-on commercial responsibility which will see you challenged and rewarded.

Key Accountabilities

1. Retail Sales Strategy & Execution

• Define and execute the retail sales strategy aligned with the bank’s growth, profitability, and market share objectives.
• Translate business targets into clear sales plans, campaigns, and execution roadmaps for branches and sales teams.
• Own end-to-end sales delivery for retail banking products.

2. Sales Performance Management

• Drive achievement of sales targets for deposits, consumer lending, cards, digital accounts, and fee-based products.
• Set sales KPIs, targets, and dashboards at branch, team, and individual levels.
• Monitor sales pipelines, conversion rates, and productivity metrics.

3. Customer Acquisition & Cross-Selling

• Lead mass-market and affluent customer acquisition initiatives.
• Increase product per customer through effective cross-sell and upsell strategies.
• Drive cross-selling and upselling through effective customer segmentation and lifecycle management.
• Improve wallet share and reduce customer attrition.
• Partner with marketing teams to design campaigns and lead-generation programs.

4. Frontline Sales Force Leadership

• Lead branch sales teams, relationship officers, and direct sales agents.
• Design and manage sales incentives, commissions, and performance recognition programs.
• Build strong sales capabilities through coaching, training, and certification.

5. Sales Process & Tools Optimization

• Standardize sales processes, scripts, and customer engagement models.
• Drive adoption of CRM, lead management, and sales analytics tools.
• Improve sales turnaround times and customer onboarding efficiency.

6. Omnichannel Sales Enablement

• Collaborate with Digital Banking and Distribution teams to drive assisted digital sales.
• Increase conversion from digital leads and branch-assisted digital onboarding.
• Ensure consistency of sales approach across physical and assisted channels.

7. Governance, Conduct & Compliance

• Ensure retail sales practices comply with regulatory, consumer protection, and conduct standards.
• Embed ethical selling, fair treatment of customers, and strong KYC/AML discipline.
• Monitor and mitigate mis-selling and reputational risks. 

8. Reporting & Continuous Improvement

• Analyze sales performance trends and customer data to identify growth opportunities.
• Recommend product, pricing, or process improvements based on sales insights.
• Lead sales transformation and productivity improvement initiatives.

• Track and analyze key retail distribution KPIs, including branch profitability, sales per employee, and cost efficiency.
• Use data insights to optimize staffing, network footprint, and channel investments

 DESIRED QUALIFICATIONS & EXPERIENCE

▪        Bachelor’s degree in business, Finance, Marketing, or related field (MBA preferred)

▪        Sales coaching certification desirable

▪        10–15+ years of experience in retail banking sales, with senior leadership exposure.

▪        Experience working with Salesforce or other CRM systems

▪        Proven track record in leading large sales organizations in a banking environment.

▪        Strong understanding of retail banking products and customer segments.

 KEY COMPETENCIES

• Sales leadership and execution excellence
• Strong commercial and revenue focus
• Data-driven performance management
• Customer-centric and ethical selling
• Stakeholder collaboration
• Change and transformation leadership
• Highly results-driven and resilient
• Strong people leadership and motivation skills
• High integrity and accountability
• Hands-on and execution-focused