Specialist: Regional Manager at BMW Group South Africa

The incumbent will be responsible for a defined territory of dealers in which s/he will be required to maximise sales performance in order to achieve set targets defined by the business.

• Responsible for a defined territory of dealers. Understands business relationships and provides (through the regional managers) a consultancy service to support dealers to improve their F&I results
• Maximize sales performance from dealer territory by achieving set finance volume, finance and insurance penetration and finance interest rate targets.
• Drive operational efficiency at dealers through measures agreed to with the Operations department
• Align with dealers on their retail targets and consult on performance areas to assist in achieving their targets and incentive payments.
• Work in cooperation with the NSC to continually promote campaigns and drive customer retention at a dealer level.
• Attend Customer Board meetings at selected dealers
• Work with dealers to recruit F&I Sales staff
• Drive finance and insurance sales performance by motivation and training sales staff
• Complete regular dealer reviews with dealers, identifying areas of performance improvement, establish action plans and implement with the dealer.
• Work with insurance staff to maximise the sales of those products
• Hold regular training and briefing sessions with dealers to ensure they are fully up to date. This includes all dealer sales staff.
• Monitor competitor activity, tracking lost business rates and propose solutions to combat competition and retain business.
• Understand all finance and insurance products and programmes and ensure dealers are fully trained and conversant.
• Ensure dealers meet compliance requirements in order to sell finance and insurance products.
• Act as an escalation point to resolve issues between dealers and financial services.
• Ensure involvement in key BMW Finance projects to ensure dealer relationships and operations are taken into account.
• Manage marketing spend with dealers within agreed budgets and processes. Ensure BMW Finance presence within all dealers
• Ensure effective control of dealer business with completion of registration and document requirements, ensuring management of these processes are up to date.
• Where relevant work with BMW SA regional staff to ensure a coordinated approach to issues of performance.
• Act as contact point for all levels of dealer staff, including Dealer Principals, Finance Directors, Sales Managers, F&Is, sales staff
• Develop internal relationships with operational staff in order to address issues and provide feedback.
• Influence and convince the dealer network on the value of the BMW Products on offer to ensure maximum sales.
• Partner with the internal support teams to increase the level of support to both this position, as well as the dealer network.

Insurance Responsibilities:

•             Dealership Visibility & Target monitoring
•             Act as intermediary between SF, dealer and customer
•             Ensure Insurance POS material presence in dealer
•             New product launch activities
•             Organizing Financial Services Forums (Presentation & content)
•             Actively market incentive schemes relating to insurance including Sprints
•             Dealer Point Insurance & basic Insurance product Training
•             Monthly reporting on dealership insurance performance.
• Support Commercial Finance operations and sales initiatives
• Initiates and attends F&I forums and provides update on products and market related issues.
• Ensure 100% FAIS Compliance with the Financial Services Board to remain compliant and able to sell the relevant products in the market. Ensures that dealerships have valid FSP licenses.
• Keep abreast of legislation governing the sale and marketing of financial products to ensure compliance to legislation.

Qualifications:

• Relevant B Degree or equivalent
• 5 years’ experience within a similar position with a minimum of 1 year experience selling personal line, short-term insurance.
• Preferred 30-60 FAIS Credits and 100% Adherence to the Fit and Proper Requirements defined by the FSCA