Sales Consultants -Vehicle & Asset Financing ( VAF) -Contract at Standard Bank Group Jobs In Kenya
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.