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 - 10 to 15 years 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.
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