To execute the Fleet & Asset Finance sales opportunities within agreed chosen segments in order to achieve the desired targets and build and maintain effective relationships.
Qualifications
Minimum Requirements
- Matric
- Tertiary qualifications, preferred BCOM and credit qualification
- Fleet Management preferred
- FAIS qualification preferred
- Credit Fundamentals preferred
- Presentation skill essential
- Business case skills essential
- Selling skills essential
- 3-5 years experience in the fleet or banking industry
- Business acumen
- Attention to detail
- Self-confidence
- Teamwork
- Adaptability
- Ability to build and maintain effective relationships
- Energy and Drive
- Independence
- Leadership
- Takes initiative
- Microsoft Outlook, word and Excel efficiency
FINANCE
New Business Development
- Attain New Business targets in line with Fleet & Asset Finance chosen segment and the agreed customer value proposition.
- Achieve targets in line with ROE's by driving and securing quality business price for risk
- Pro-actively identify and develop business potential.
- Gather and submit information about competitor activity and market development
- Maximize bank profitability through cross selling specifically focusing on value adds and acquisitions.
- Meet weekly & Monthly targets in terms of set number of prospecting phone calls and new business meetings.
- Actively manage 50 - 60 active prospects based on the 80/20 principal of Hot, Warm status.
Service and Sales Management
- Services and sells to existing and potential customers through the use of effective service and sales management and the marketing of VAF products.
- Grows new customer base by networking, cold-calling and effective sales and services tactics.
- Cross-sells VAF's insurance products as well as maximizes fees recovered on the portfolio to the extent that profits are maximized, and customer needs are met.
- Interacts with clients to obtain and analyse financial material e.g. AFS, Bank Statements, Debtors lists,
- Management accounts, cash flow budgets etc. in terms of agreed covenants.
- Assists with related queries, where possible, and facilitates when specialist advice is required.
- Ensures effective presentations and proposals to customers with the aim of growing the portfolio.
- Ensures successful retention of existing customers in the assigned portfolios by strengthening and expanding relationships. This is achieved by having a deep understanding of the customers' business requirements and servicing their financial needs with regards to asset financing.
- Conducts ongoing and accurate territory and portfolio analysis to identify business potential and ensures that this forms the basis of service and call programs.
- Tracks and manages sales targets and budgets.
- Mines customers portfolio data to identify opportunities for additional facilities.
- Maintains ongoing knowledge of portfolio performance to ensure corrective actions can be taken early.
- Prepares and motivates Pre-Credit Forum and SA Credit Committee papers when applicable.
- Provides customers with feedback on reclassification of services requests outstanding documentation and telephonic resolution feedback according to customer relationship standards.
- Ensures that all leads are logged correctly and ensures cross selling opportunities are identified.
- Identifies and actions opportunities for cross and up sell.
- Identifies migration opportunities and sells products and services reactively.
- Sells to potential customers using effective sales management and the marketing of VAF products.
- Grows new customer base by networking, cold-calling and effective sales and services tactics.
- Cross-sells VAF's products as well as maximizes fees recovered on the portfolio to the extent that profits are maximized, and customer needs are met.
- Interacts with clients to obtain and analyse financial material e.g. Debtors' lists, management accounts, cash flow budgets in terms of agreed covenants.
- Assists with related queries, where possible, and facilitates when specialist advice is required.
- Ensures effective presentations and proposals to customers with the aim of growing the portfolio.
- Conducts ongoing an accurate territory and portfolio analysis to identify business potential and ensures this forms part of the targeted marketing strategy.
- Tracks and manages sales targets and budgets.
- Mines GRP, partner and dealer relationships for Fleet opportunities.
- Maintains ongoing Fleet and banking to ensure skills and expertise are developed.
- Prepares and motivates pre credit forum and credit committee papers.
- Provides customers with feedback and manages client expectations and experience.
- Ensures that all leads are logged correctly, minutes are captured accurately and shared with the client and ensures cross selling opportunities are identified.
- Ensures compliance with all relevant legislation.
- Complete all compliance training within laid down timelines.
- Ensure accurate preparation and signing of facilities letters.
- Managed and facilitate all stakeholders in terms of response time and input on client contracts and approvals.
Relationship and Stakeholder Management
- Develops and maintains close business relationships with internal and external customers and maintains a high standard and quality of business.
- Establishes and builds one on one relationships with customers in the assigned portfolios by delivering the expected level of service, specifically focusing on a proactive contact calling program.
- Ensure effective sales reporting to applicable stakeholders across the channels and segments.
- Ensures effective presentation of proposals to credit committees at all levels, as necessary, to ensure the business and other stakeholders understands and are able to make a decision on key requirements.
- Fulfils a training/coaching role by up skilling the consultants, VAF Sales support regarding business knowledge and process management.
- Establishes a sound working relationship with Credit, to ensure prompt turnaround times, accuracy and adherence to deadlines.
