JOB PURPOSE

This function is responsible for driving asset growth by achieving new business production targets. The incumbent develops and manages a sales team, procures new business and retains existing business to achieve set financial targets. The incumbent oversees and monitors sales staff and ensures profitability by achieving agreed return on economic capital, non-interest revenue and new business targets. The incumbent builds and maintains profitable relationships with customers

Under the supervision of the Head – Vehicle & Asset Finance, the following are among the Job Key Responsibilities:

• Formulates strategies for the growth of new business.
• Drive business performance through implementation of effective calling programmes for vehicle and asset finance in conjunction with Commercial, CIB, Retail and digital segments in order to maximise face to face customer interface.
• Identifies new customers through suppliers who are looking for new business, people who are seeking financial support and through the marketing network.
• Sets operational plan for sales team on identifying new customers.
• Develops operational efficiency and quality standards in line with the business’s targeted financial performance.
• Demonstrates cost consciousness and awareness of personal contribution to costs.
• Increases knowledge and understanding of financial processes and adheres to required operating standards
• Acquires new business to grow the asset book and increases market share with regards to asset-based finance.
• Achieves agreed value-added product targets, e.g insurance and tracker.
• Maximises opportunities to generate additional income.
• Proactively manages categorised accounts to minimise risk of loss arising from non-performing accounts, thereby improving profitability of portfolio
• Provides creative financial solutions that add value to the customer.
• Identifies how the business will measure itself compared to its competitors
• Ensures customer retention by building and maintaining relationships with dealers and customers. Ensures calling patterns of Marketers are maintained and provides support as required.
• Oversees the resolution of customer complaints and resolves escalated complaints.
• Manages customer expectations through clear and accurate communication.
• Remains abreast of changes in industry.
• Provides specialist advice and support to internal and external stakeholders.
• Spearheads marketing initiatives of the department to enhance brand awareness and visibility
• Ensures ongoing stakeholder management.
• Identifies innovative ways to enhance sales within area and increase profit margins.
• Manages the implementation of solutions and ideas in support of the business area/branch’s innovation drive to increase revenue.
• Prepares and delivers reports on initiatives in support of innovation and creativity to line manager.
• Analyses customer financing needs.
• Initiates quality credit applications as well as review credit applications prepared by subordinate sales staff.
• Actively involved in structuring and championing large ticket transactions at forums like MCC, and Board
• Effectively engages with credit to ensure win-win solutions for the Bank and customers
• Manages the resolution of facility issues from operational areas to ensure customer satisfaction.
• Ensures the solution offered to the customer optimises all parties’ requirements.
• Coordinates marketing, sales and support services to ensure portfolio performance and growth through retention
• Investigates innovative ways to optimise processes
• Contributes to the alignment of business processes to customer service.
• Ensures that quality standards are adhered to.
• Contributes to team success by ensuring team commitment and cohesion.
• Shares information and knowledge to achieve team goals.
• Monitor sales performance by proactively highlighting areas that require improvement and constructively recommend solutions
• Ensures effective conflict resolution and responds to any complaints or concerns timeously.
• Any other responsibilities or tasks as maybe assigned by management.

INTERNAL/EXTERNAL CONTACT

• External: Bank of Zambia, Vehicle/Asset Finance and Leasing Partners/ Suppliers

• Internal: All internal Business Units

QUALIFICATIONS AND EXPERIENCE

• Grade 12 Certificate with Credit or above mandatory in Mathematics and English and any other three subjects
• Bachelor’s Degree in Business Administration, Commerce, Finance, Business Marketing, Economics or Business Management
• Minimum of five (5) years’ banking experience with at least three (3) years in the Corporate Asset Based Finance experience in product sales, credit and relationship management
• Familiarity with international best practices and global trends in the sector
• Exposure to building financial models to analyse complex transactions
• Familiarity with the Bank of Zambia directives on Finance leasing

JOB CORE COMPETENCIES

• Creativity/ Innovation
• Strategic Thinking
• Customer Service Orientation
• Excellent & Effective Communication, Presentation and     Reporting skills
• Self-starter and self-motivated,
• Clinical and attentive to detail
• Analytical Skills/ Problem solving
• Drive for results
• Accountability
• Must aspire to a culture of Service Excellence