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/Accountabilities

1. Sales management
   1. 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).
   2. Ensure growth of the VAF/IPF book within agreed targets. (Drawdowns of not less than Kes20M per month)
   3. Ensure growth of interest and non-interest income as per targets.
   4. Regular visits (supported by Call Reports) to Customers and allocated Branches and the used motor dealers.
   5. Training the Sales staff in allocated dealerships of our VAF processes and resolve bottlenecks to business.
   6. Liaising with allocated Branches to maximise VAF/IPF sales mainly to the new to bank clients and used vehicles.
   7. Periodic reports on VAF/IPF performance / figures.
   8. Attend the branch meetings for branch allocated and ensure to update the VAF activity for new to bank clients and used vehicles
   9. Develop VAF/IPF business opportunities by maintaining a leads list, following up / pursuing leads.
   10. Conduct visits to potential i.e. ‘new to bank’ customers with a view to increasing/ maximising on VAF/IPF drawdown’s and cross selling.
   11. 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.
   12. Follow up on VAF/IPF applications to ensure that customers’/Dealers/brokers’ requirements have been met.
   13. Clearly understand sales targets set for self and unit.
   14. Identify and nurture gatekeepers and centre of influence in Motor Dealerships / branches / insurance companies to increase our market share.
   15. Conducting training sessions to ensure that Group staff understand the VAF / IPF product.
   16. Collecting Market information on product, competition, pricing etc
   17. Keep abreast of industry practices, legislation, and current regulatory developments
2. Risk management
   1. 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.
   2. 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 Perfomance Measures

1. New business targets met and exceeded (drawdown’s)
2. Quality growth in market share.
3. Leads followed up quickly and converted into actual sales.
4. Acquiring of new high value, quality relationships.
5. Retention of satisfied and well informed customers.
6. Adherence to laid down procedures, policies as well as credit and legal requirements.
7. High sales closure rate.
8. Development of a strong referral network.
9. Cost-efficient and professional customer service provided by efficient query/complaint resolution and an effective calling programme.
11. Problem solving
13. 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.
14. Resourceful, able to find practical ways of generating new business opportunities, translate these opportunities, targets and plans into day to day activity scheduling
16. Planning
18. Plan sales activities to meet and exceed targets.
19. Formulate action plans – set goals, standards and priorities.
21. Decision making
23. To advise customers, the ability to objectively assess their financial requirements in line with our lending policy is needed.
24. Monitor and respond to changes in the operating environment to ensure that customer’s needs are met.
25. Quick to identify and act upon potential sales opportunities.
26. Able to take the initiative within limits of authority.

Minimum Qualification and Experience

1. Bachelors Degree in any field
2. Previous sales experience in a bank will be an added advantage