Manage and control the sales process for end of term lease contracts in accordance with applicable legislation and internal policies and procedures, with the objective to increase the company profit line, and to ensure minimising the risk of loss to the Bank.
Finance:
Develop and manage budgets and forecasts for the Vehicle Trade Centre functions based on strategic requirements
Control and manage costs and income in line with departmental and bank budget expectations
Control and manage mechanical or panel beating repairs on assets that would maximize returns on assets selling price.
Correct valuations of assets
Disposing of the following types of vehicles to the wholesale market at maximum selling prices:
Retail Sales
End of contract resales (large fleets)
Private or Corporate market sales
National online auction on vehicles
Salvage and scrap metal sales
Specialised equipment sales
Customer Centricity:
Develop and maintain relationships with internal stakeholders in order to deliver services in accordance to the expectations of the organization
Provide advice and information nationally to all relevant divisions within the Bank and EXCO on the national online auction system and stock.
Provide support to sales departments nationally (sales strategies, budgets, market intelligence, cost control, asset valuations and various vehicle return processes).
Maintain external client relationships and provide relevant information and support (Dealers, Client staff/operators, private clients etc.).
Interpret business/customer requirements and address customer queries and challenges to provide timeous solutions.
Ensure adequate level and quality of service delivery to internal and external stakeholders.
Ensure adequate speed of responsiveness, reaction time, going the extra mile, turnaround time.
Operational Excellence:
Ensure the on-going strategic initiatives are evaluated, interpreted and implemented in maintaining an effective Vehicle Trade Centre function within the bank.
Develop and ensure adequate controls are in place
Ensure all statutory and business reporting are done within predetermined deadlines (, monthly, quarterly and/or annually) in line with all relevant Regulations and the Bank’s internal policies and procedures.
Manage the Vehicle Return Process as per SAVRALA Guide:
- If vehicles do not comply, ensure vehicle rebill process is adhered to.
- Validate registration documentation as per vehicle description.
- Receipting into stock from an operational and accounting perspective.
- Ensure technical control of stock.
- Ensure controls are in place to eliminate and limit loss to the business.
- Ensure adherence to controls by all staff members.
- Dealer stocking of NATIS documents to legally entitle the sales process to purchasers.
- Complete evaluations on time for online auction submissions.
- Monitor and advise on residual values in accordance with industry norms
Manage the Vehicle Disposal Process as per procedures:
Populate the sales schedule with all relevant detail for decision makers in order to approve sales
Complete valuation and pricing as per stipulated models.
Sell all end of lease owned vehicles, company vehicles etc.
Dispose of client owned vehicles according to the client’s procedures to clear the client’s asset register.
Draft, implement and maintain applicable policies, procedures and guidelines in conjunction with the Executive: Fleet and Asset Finance to ensure optimal functioning of the Vehicle Trade Centre business unit.
Define, develop and implement necessary procedures in conjunction with current procedures and the Executive: Fleet and Asset Finance, to ensure that risk is minimised.
Conduct research of various industries, best practice methodologies and changes in markets thereby identifying risk to adjust areas in the business unit timeously.
Adherence to legislation and regulatory requirements
People Management:
Monitoring and managing the operational deliverables, output and performance of subordinates within the Vehicle Trade Centre teams.
Develops talent by facilitating cross training, developing, coaching, mentoring & growing individuals & teams in the Business Units. Encourages career advancement endeavours.
Following up on disciplinary procedures and any other matters relating to subordinates behaviour and activities, staff issues and personal matters.
Demonstrate support of learning by ensuring that effective training & development practices exist in the BU & that continuous learning is fostered.
Accountable for providing an environment in which employees can apply what they have learned.
Support & reinforce the application of newly acquired skills. Rewards the application of newly acquired skills & knowledge. Fosters a climate of continuous learning.
Encourage employees to take personal ownership of their professional development.
Ensure skilled coaching and mentoring, and keep employees on a development continuum.
Ensure training is a part of employees’ daily routine & encourages them to tap into the knowledge of their colleagues & to set performance improvement goals.
Manage day to day staffing requirements, issues and performance.
Conduct performance appraisals and compile personal development plans for staff.
Implement succession plans.
Provide support to sales departments nationally.
Learning and Growth:
Take ownership for driving own career development
Preparation and signing off of Personal Development plan
Achievement of objectives/milestones set out in the development plan
Development of knowledge base and Intellectual Property
PDP plans and performance discussions
Qualifications:
Diploma: Transport Management and Marketing/ Business Management
Registration with Motor Industry Valuations Body
Business Management Degree
10 years’ senior sales managerial experience
Knowledge of vehicle market/financial background/ product knowledge in FML industry
Dealer Principal experience or similar
Desired Skills:
- Highly ethical
- Confident
- Self Starter
- Excellent organisational and leadership skills
- Deadline and target driven
- Market and customer orientated
- High attention to detail
- Excellent communication skills
- Ability to influence and negotiate
- Work well under pressure
- Manage stress effectively
- Applied strategic thinking
- Good commercial and business accumen
- Ability to forecast problems and identify possible preventative measures
- Computer literate (Microsoft Office Suite)
- Advanced Excel
- FICA compliance
- Understanding of Financial Statements
- Knowledge and experience of vehicle resales industry
Desired Work Experience:
- More than 10 years
Desired Qualification Level:
- Degree