Job Purpose
To execute vehicle and asset finance (VAF) sales opportunities within agreed / chosen segments and channels,
in order to achieve the desired targets and build and manage effective relationships.
Key Responsibilities/Accountabilities
New business development Attains new business targets in line with VAF’s chosen segment and channel strategies and the agreed customer value propositions. Achieves targets in line with ROEs, by driving and securing quality business priced for risk. Proactively identifies and develops business potential. Gathers and submits information about competitor activity and market developments. Maximizes bank profitability and ensures value add to customers through cross-selling, specifically focusing on non-funded income and acquisition opportunities.
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 service tactics. Cross-sells VAF’s insurance products as well as maximizes fees recovered on the portfolio to the extent that profits are maximized and customers’ needs are met. Interacts with clients to obtain and analyze 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. Ensures successful retention of existing customers in the assigned portfolio by strengthening and expanding relationships. This is achieved by intimately understanding the customer’s 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 (i.e. investigates and understands) customer’s 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 (PCF) and SA Credit Committee. Ensures effective use of the Customer1st lead generation system as a lead, query and complaint management tool. Provides customers with feedback on reclassification of Service Requests, outstanding documentation and telephonic resolution feedback according to customer relationship standards. Ensures that all leads are logged correctly in the presence of the customer and ensures cross selling opportunities are identified. Identifies and actions opportunities for cross- and up-sell. Identifies migration opportunities and sells products/services reactively
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 portfolio by delivering the expected level of service, specifically focusing on a pro-active contact (calling) programme. Ensures 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 understand and are able to make a decision on key requirements. Fulfils a training/coaching role by up skilling the Consultant, 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.
Preferred Qualification and Experience
Diploma in business management (degree) will be an added advantage.
3-5 years’ work experience in a business related role, preferably within banking or financial services 3-5 years’ in a highly pressurized sales and/or relationship management environment Experience in a customer facing environment
Knowledge/Technical Skills/Expertise
Strong knowledge of credit principles
Vaf sector industry knowledge
Job ID: 20285
Closing date: 15 December 2016
Visit the official website and apply.
To execute vehicle and asset finance (VAF) sales opportunities within agreed / chosen segments and channels,
in order to achieve the desired targets and build and manage effective relationships.
Key Responsibilities/Accountabilities
New business development Attains new business targets in line with VAF’s chosen segment and channel strategies and the agreed customer value propositions. Achieves targets in line with ROEs, by driving and securing quality business priced for risk. Proactively identifies and develops business potential. Gathers and submits information about competitor activity and market developments. Maximizes bank profitability and ensures value add to customers through cross-selling, specifically focusing on non-funded income and acquisition opportunities.
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 service tactics. Cross-sells VAF’s insurance products as well as maximizes fees recovered on the portfolio to the extent that profits are maximized and customers’ needs are met. Interacts with clients to obtain and analyze 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. Ensures successful retention of existing customers in the assigned portfolio by strengthening and expanding relationships. This is achieved by intimately understanding the customer’s 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 (i.e. investigates and understands) customer’s 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 (PCF) and SA Credit Committee. Ensures effective use of the Customer1st lead generation system as a lead, query and complaint management tool. Provides customers with feedback on reclassification of Service Requests, outstanding documentation and telephonic resolution feedback according to customer relationship standards. Ensures that all leads are logged correctly in the presence of the customer and ensures cross selling opportunities are identified. Identifies and actions opportunities for cross- and up-sell. Identifies migration opportunities and sells products/services reactively
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 portfolio by delivering the expected level of service, specifically focusing on a pro-active contact (calling) programme. Ensures 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 understand and are able to make a decision on key requirements. Fulfils a training/coaching role by up skilling the Consultant, 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.
Preferred Qualification and Experience
Diploma in business management (degree) will be an added advantage.
3-5 years’ work experience in a business related role, preferably within banking or financial services 3-5 years’ in a highly pressurized sales and/or relationship management environment Experience in a customer facing environment
Knowledge/Technical Skills/Expertise
Strong knowledge of credit principles
Vaf sector industry knowledge
Job ID: 20285
Closing date: 15 December 2016
Visit the official website and apply.
