We are seeking a dynamic individual with strong sales and relationship management experience. This exciting opportunity exists within the fleet management space in a 2nd tier bank. The successful incumbent will execute the Fleet & Asset Finance sales opportunities within agreed and chosen segments to achieve the desired targets and build and maintain effective relationships. Maintain a healthy pipeline that is converted into a payout. The Fleet Sales Specialist will have a strong understanding of the sales process and excel at generating leads, building relationships, and closing deals. The ideal candidate has strong negotiating skills and an ability to showcase the fleet solution offerings in a compelling way.This role reports to the Head of Fleet Sales.Key ResponsibilitiesNew Business DevelopmentAttain New Business targets in line with Fleet & Asset Finance chosen segment and the agreed customer value proposition.Achieve targets in line with ROCs 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 principle of Hot and Warm status.Collaboration and Sales ManagementSells 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 analyze 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 and 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.Relationship and Stakeholder ManagementDevelops 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 partners, JVs, Dealers, and potential lead providers.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 understand and can plan on key requirements.Fulfils a training/coaching role to partners by upskilling their sales teams regarding business knowledge and process management.Establishes a sound working relationship with Credit, to ensure prompt turnaround times, accuracy, and adherence to deadlines.Risk and ComplianceEnsures compliance with all relevant legislation.Completes all compliance training within laid down timelines.Ensures accurate preparation and signing of all legal agreements and documents.Manages and facilitates all stakeholders in terms of response time and input on client contracts and approvals.Technical RequirementsBanking background.Corporate governance.FAIS advantage.Business acumen.Proficient business writing skills.Project management and implementation skills.Detail-oriented.Education and Experience3-year Diploma or Degree Tertiary in Finance or related fields essential.5 years in the Fleet or Asset Finance experience within the banking industry.Proven track record of new client acquisition.Experience in deal structuring and credit proposals for Fleet and Asset Finance deals.Credit Fundamentals preferred.Presentation skills essential.Business case skills essential.Corporate banker.Desired Skills:Fleet Management.VAF.Relationship Management.New Business Development.RE FAIS.Employee wellness program.Corporate Finance.Credit fundamentals.Desired Work Experience:2 to 5 years.Desired Qualification Level:Degree.About The Employer:The hiring company is a 2nd tier South African Commercial bank. Their service offering includes the latest innovative forex solutions, fleet management, business banking, and personal financial solutions and services. They are wholly owned by a group company.
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