RELATIONSHIP MANAGER, VAF PORTFOLIO SALES, VEHICLE AND ASSET FINANCE SALES
DIVISION BUSINESS BANKING AFRICA
POSITION CATEGORY CLIENT & BUSINESS SOLUTIONS
EMPLOYMENT TYPE FULL TIME – PERMANENT
REGULATORY APPROVAL YES
To execute vehicle and asset finance (VAF) sales opportunities within the Supplier channel, in order to achieve the desired targets and build and manage effective relationships.
•This job focuses on portfolio relationship management of a supplier base requiring development and maintenance of strong relationships to ensure VAF obtain their chosen and required share of the supplier business
•The position augments the overall VAF strategy and critically enhances new business opportunities from previously untapped channels.)
•Achievement of market share (relative to dealer and supplier).
•Turnover (new business payout).
•Achievement of margin and ROE targets.
•Effective credit risk management.
•Number of deals (new business payouts).
•Non-funded income (cross sales/insurance products and fees).
•Achievement of Fleet sales (where applicable).
•Effective people management.
•Take-up rate (as per channel / segment).
•CSI – Customer Satisfaction Index.
•DSI – Dealer Satisfaction Index.
KEY PERFORMANCE MEASURES
Sales and financial targets as per Balance Scorecard and annual budgets:
Profitable Growth In Portfolio Sales
•Attains new business targets specifically allocated to the Supplier channel.
•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.
•Maximises bank profitability and ensures value add to customers through cross-selling, specifically focusing on non-funded income and acquisition opportunities.
•Number and quality of leads written
•Portfolio profitability measured by contribution
•Service & 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 maximises fees recovered on the portfolio to the extent that profits are maximised and customers’ 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.
•Ensures successful retention of existing customers in 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 Business Application Committee (BAC) and Credit Committee papers when applicable.
•Customer satisfaction index
•Risk: Quality of business measured by % nonperforming loans (joint accountability with Credit)
•Quality of call reports and annual reviews
•Quality of Credit documentation
•Successful implementation of internal systems and Projects
•Audit/ compliance rating around your core area.
CLOSING DATE: Jul 13, 2012.