About the position
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.
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 30 - 40 active prospects based on the 80/20 principal of Hot, Warm and Cold
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 programmes
- 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
Risk and Compliance
- Ensures compliance with all relevant legislation
- Complete all compliance training within laid down timelines.
- Financial Intelligent Centre Act
- Financial Advisory and intermediary Services Act
- Consumer Protection Act
- National Credit Act
- Company's Act
- Ensure accurate preparation and signing of facilities letters.
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 programme
- 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 turn around times, accuracy and adherence to deadlines.
REQUIREMENTS:
Qualifications
- Matric (Accounting and Mathematics)
- Diploma/Degree - Financial Qualification
Experience
- 3-5 years' work experience
Knowledge, Skills and Abilities Required
- 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
WORKING CONDITIONS
On-Site/travel to customers within area base allocated
Desired Skills:
- Sales
- Asset Finance
- Fleet
- Up selling
