Primary Purpose

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.

Minimum Requirements

Qualifications

• 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

Experience

• 3-5 years experience in the fleet or banking industry

Competencies

• 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

Duties and Responsibilities

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.

OPERATIONAL EXCELLENCE

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.

Collaboration and Sales Management

• 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.

Risk and Compliance

• 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.

CUSTOMER CENTRICITY

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.

This position is advertised in line with our commitment to Employment Equity.