Fleet Sales Specialist - Eastern Cape at Bidvest Bank

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

• 3- 5 years experience 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.