About the position
We are seeking a dynamic individual with a strong sales and relationship management expereince. This exciting opportunity exist within the fleet management space in a 2 tier bank, the successfull incumbent will execute the Fleet & Asset Finance sales opportunities within agreed and chosen segments to achieve the desired targets and build and maintain effective relationships. Maintain a healthy pipeline that is converted into a payout. The Fleet sales Specialist will have a strong understanding of the sales process and excel at generating leads, building relationships, and closing deals. The ideal candidate has strong negotiating skills and an ability to showcase the fleet solution offerings in a compelling way.
This role reports to the Head of Fleet sales.
Key responsibilites
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 ROCs 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 meeting
- Actively manage 50 - 60 active prospects based on the 80/20 principal of Hot and Warm status.
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.
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 partners, JV's, Dealers and potential lead providers.
- 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 can plan on key requirements.
- Fulfils a training/coaching role to partnersby up skilling their sales teams regarding business knowledge and process management.
- Establishes a sound working relationship with Credit, to ensure prompt turnaround ties, accuracy and adherence to deadlines
Risk and Compliance
- Ensures compliance with all relevant legislation.
- Complete all compliance training within laid down timelines.
- Ensure accurate preparation and signing of all legal agreements and documents.
- Managed and facilitate all stakeholders in terms of response time and input on client contracts and approvals
Technical requirments
- Sales ability
- Fleet Management skills
- Banking background
- Credit understanding
- Corporate governance
- KYC /FICA understanding
- FAIS advantage
- Business acumen
- Proficient business writing skills
- Presentation skills
- Communication skills
- Project management and implementation skills
- Detail orientated
Education and experience
- 3-year Diploma or Degree Tertiary in Finance or related fields essential
- 5 years in the Fleet or Asset Finance experience within banking industry
- Proven track record of new client acquisition
- Experience in deal structing and credit proposals for Fleet and Assest Finance deals
- Matric essentials
- 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
Desired Skills:
- Sales
- Fleet Management
- VAF
- Relationship Management
- New Business Development
- RE FAIS
- Employee wellness program
- Corporate Finance
- Credit Fundamentals
Desired Work Experience:
Desired Qualification Level:
About The Employer:
The hiring company is a 2nd tier South African Commercial bank. Their service offering includes the latest innovative forex solutions, fleet management, business banking, and personal financial solutions and services. They are wholly owned by a group company.
Employer & Job Benefits:
- Provident Fund
- Group Life Assurance
- Incentive Bonus
- Medical Aid
