Reports to: Head Asset Finance
Location: Head Office
Increase revenue for the Bank by ensuring Asset Finance and Insurance Premium Finance Products are optimally marketed bank-wide.
Support implementation of relationship strategies aimed at fostering and maintaining cordial business relationship between the Bank and its customers, potential customers, motor vehicle dealers as well as the Insurance Companies, Insurance Brokers and Agents for Insurance Premium Finance business.
Provide regular feedback on marketing intelligence and competitor analysis with the view of enhancing brand value of KB Asset finance and KB IPF products as well as profiling KB bank as a key player in these key lines of business.
Facilitate implementation of marketing strategies aimed at increasing business volumes, revenues and market share of both KB Asset finance and KB IPF products.
Enhance dealers/ customer satisfaction, loyalty and retention, attract new potential clients and maintain good relations with dealerships, insurance companies and brokers through the provision of quality customer service and efficient service delivery.
Facilitate product training to relationship teams and dealer representative channels
Responsibilities
SALES, SERVICE AND CUSTOMER RELATIONSHIP MANAGEMENT
Managing and leading Customer Relationship
Managing all Asset Finance customer relationships, dealing with issues proactively and reactively
Working in close cooperation with Relationship Teams, to provide a world-class Asset Finance offering to customers
Managing dealer, Insurance Companies and supplier relationships
Making product presentations/ proposals to prospective customers
Deal structuring
Supporting Relationship Teams, structuring deals to best advantage for the Bank and customers
Negotiate transactions with customers.
Structure asset finance facilities to suit customer needs.
Sales
Delivering excellence in sales, developing new leads from outside the Bank
Using the existing corporate network to maximize sales to Bank customers
Performing to plans as agreed, to drive profitability and increase market share
Developing the profile of KB Asset Finance
Developing and maintaining a Sales database
Maintaining a hit list and sales deal pipeline
Achieving the Asset Finance targets as set
Driving the growth of the Asset Finance book and income
Leverage on the bank’s branch network to drive sales
Support marketing of special dealer schemes
Enhance repeat business by marketing to customers about to liquate their facilities
Liaison with Relationship Teams
Support Business Teams in the development and implementation of new Asset Finance products and services
Hosting customer meetings to sell Asset Finance & IPF, to ensure maximum structuring benefits are achieved
Training and development, coaching of corporate and retail staff to ensure awareness of Asset Finance
Relationship building
Building relationships across the business, both internally and externally
Liaising with staff at all levels up to support asset finance business
Building relationships with KB Sales team to encourage sales of the product set
Maintaining good relationship with motor vehicle dealers
Ensure outstanding issues between the dealer and the bank are quickly resolved
BUSINESS MANAGEMENT
Risk Management
Managing own portfolio of the Asset Finance & IPF, ensuring that risk profiles (book mix) are managed by sales of the correct products within approved risk management criteria
Working in close relationship with Credit Department and Relationship Teams in processing AF credit applications
Support Business Teams pursue appeal to Credit Department on deserving cases that may have been unfairly declined
Coordinate with Credit Department to ensure applications are processed within agreed TAT and escalate violations to the Head of Business.
Training & development
Responsibility for training and development for Business Development relationship managers
Responsibility for the training and development of other Bank staff
Training asset finance product to motor vehicle dealers
Training asset finance product to Business Bankers and Branch Managers
OPERATIONAL MANAGEMENT
Administration
Monitoring functions to ensure smooth running of day-to-day operations
Ensure complaints procedures, queries, escalation dealt with effectively
Carry out physical checks of financed assets
Reporting
Adherence to monthly reporting requirements and deadlines and any other ad hoc reports as per the demand.
Identifying issues and escalating appropriately
Profit center
Responsibility and accountability for the unit’s cost center and budget
Documentation
Work in close cooperation with the Business teams to ensure all necessary documentation is completed and all the procedures have been adhered to prior to AF undertaking/ drawdown.
Checks
Responsibility for adherence to Policy & Procedures
Asset Register maintained and correct
Reconciling records with registration documents
Undertaking periodic checks to ensure adherence with Policy & Procedures
Verification that corrects deal procedures are undertaken
Responsibility for adherence with IT security procedures
Responsibility for giving input to update the AF policy document
Participation in AF & IPF projects
Arrears and PAR Management
Work in close cooperation with Business teams and Risk to ensure that impairments and losses are kept at a minimum
Ensure recoveries for own portfolio are done daily and maintain the NPL to below set targets
Qualifications
A university degree in a Business-related area.
Experience in Marketing and Sale of Asset Finance.
Experience in Customer service/Relationship Management.
A thorough knowledge of SME Products, Other KB products and services, and extensive Banking Industry knowledge.
Excellent interpersonal and negotiation skills with the ability to network, generate new business and develop strong business relations.
Strong leadership skills with demonstrated competence in championing high performance management.
A good understanding of risk, credit policies and procedures.
Excellent Planning and organizational skills coupled with very strong communication and questioning skills
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