Fleet sales specialist - eastern cape

Eastern Cape, Eastern Cape

R 300000 ZA Per annum

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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