Sales Consultants -Vehicle & Asset Financing ( VAF) -Contract

Job Description

• To provide a support function to the VAF Business Development Manager and Head of Department in the attainment of the VAF business growth objectives and for an assigned portfolio.

KEY RESPONSIBILITIES

Sales management

• Ensure inflow of new VAF/IPF business in line with set targets i.e. (new to bank clients, used vehicles and transaction of less than Kes10M).
• Ensure growth of the VAF/IPF book within agreed targets. (Drawdowns of not less than Kes20M per month)
• Ensure growth of interest and non-interest income as per targets.
• Regular visits (supported by Call Reports) to Customers and allocated Branches and the used motor dealers.
• Training the Sales staff in allocated dealerships of our VAF processes and resolve bottlenecks to business.
• Liaising with allocated Branches to maximise VAF/IPF sales mainly to the new to bank clients and used vehicles.
• Periodic reports on VAF/IPF performance / figures.
• Attend the branch meetings for branch allocated and ensure to update the VAF activity for new to bank clients and used vehicles
• Develop VAF/IPF business opportunities by maintaining a leads list, following up / pursuing leads.
• Conduct visits to potential i.e. ‘new to bank’ customers with a view to increasing/ maximising on VAF/IPF drawdown’s and cross selling.
• Liaise with VAF/IPF Business Support to ensure TAT on processing of applications within agreed timelines and smooth drawdowns on approvals to attain 90% conversion rate. 
• Follow up on VAF/IPF applications to ensure that customers’/Dealers/brokers’ requirements have been met.
• Clearly understand sales targets set for self and unit.
• Identify and nurture gatekeepers and centre of influence in Motor Dealerships / branches / insurance companies to increase our market share.
• Conducting training sessions to ensure that Group staff understand the VAF / IPF product.
• Collecting Market information on product, competition, pricing etc
• Keep abreast of industry practices, legislation, and current regulatory developments

Risk management

• Identify and manage business risks from both a customer and bank perspective by ensuring that appropriate control mechanisms are in place to minimize risk exposure.
•  Responsible for the adoption within Vehicle and Asset Finance, Anti-Money Laundering and Sanctions related requirements contained in policies, procedures and processes. This includes the consideration and approval of PEP on-boarding and continued business engagement in instances where no adverse information is available.

KEY PERFORMANCE MEASURES

• New business targets met and exceeded (drawdown’s)
• Quality growth in market share.
• Leads followed up quickly and converted into actual sales.
• Acquiring of new high value, quality relationships.
• Retention of satisfied and well informed customers.
• Adherence to laid down procedures, policies as well as credit and legal requirements.
• High sales closure rate.
• Development of a strong referral network.
• Cost-efficient and professional customer service provided by efficient query/complaint resolution and an effective calling programme.

IMPORTANT RELATIONSHIPS

• Networking with key suppliers in Customers, Branches, Group Companies, motor dealers , insurance companies and other intermediaries, VAF/IPF Business Support, VAF Credit, Debt Management to maximise sales and cross-selling opportunities and draw on their expertise and support in concluding deals.
• Maintaining internal and external relationships is vital to the successful attraction of VAF/IPF business volumes.
• Strong network/ referral base

PROBLEM SOLVING, PLANNING AND DECISION MAKING

Problem solving

• By understanding the VAF/IPF product end to end, knowledge is applied in the resolving issues with the Customers, Motor Dealers, VAF PFC, Debt Management etc.
• Resourceful, able to find practical ways of generating new business opportunities, translate these opportunities, targets and plans into day to day activity scheduling

Planning

• Plan sales activities to meet and exceed targets.
• Formulate action plans – set goals, standards and priorities.

Decision making

• To advise customers, the ability to objectively assess their financial requirements in line with our lending policy is needed. 
• Monitor and respond to changes in the operating environment to ensure that customer’s needs are met.
• Quick to identify and act upon potential sales opportunities.
• Able to take the initiative within limits of authority.

Qualifications

• First Degree

Additional Information

PROBLEM SOLVING, PLANNING AND DECISION MAKING

Problem solving

• By understanding the VAF/IPF product end to end, knowledge is applied in the resolving issues with the Customers, Motor Dealers, VAF PFC, Debt Management etc.
• Resourceful, able to find practical ways of generating new business opportunities, translate these opportunities, targets and plans into day to day activity scheduling

Planning

• Plan sales activities to meet and exceed targets.
• Formulate action plans – set goals, standards and priorities.

Decision making

• To advise customers, the ability to objectively assess their financial requirements in line with our lending policy is needed. 
• Monitor and respond to changes in the operating environment to ensure that customer’s needs are met.
• Quick to identify and act upon potential sales opportunities.
• Able to take the initiative within limits of authority.