To achieve Commercial Asset Finance (CAF) sales performance objectives by implementing approved asset-based finance transactions to both new and existing customers for allocated portfolio within a province across segments and sectors.
To maintain post-sales relationships with customers whilst identifying further asset-based finance and retention opportunities in conjunction with the Relationship Managers.
Key Responsibilities / Accountabilities Pre - Sales
Identifies and assesses new market opportunities for asset finance within the portfolio of existing RBB and Commercial Banking customers in conjunction with the Relationship teams (e.
g., Business Managers, Relationship Managers, Account Executives).
Provides SME support to the Relationship teams in the selling of asset-based finance to non-Standard Bank customers within the appropriate market segment.
Actively refers sales leads to the Relationship teams.
Assesses market opportunities with regards to external supplier, manufactures and alliance sales sources by remaining in touch with market forces and influences.
Develops and maintains relationships with supplier, manufacturer and alliance partners with a view to gaining access to new customers that are currently not Standard Bank customers.
Engages in regular dialogue with Relationship teams with respect to the bank’s appetite for business with existing customers who continue to seek finance through suppliers, manufactures and alliance partners.
Validates that customers who wish to finance an asset through the external market have no touch points with RBB. If a touch point exists, informs the Relationship team of the client’s intention to finance certain assets prior to visiting the client’s site. Sales and Sales Execution
Conducts client site visits when receiving a potential lead from the Relationship teams or the Alliance marketer in the external environment.
In the Joint Venture and Alliance environment, generates potentials sales from non-Standard Bank clients. This requires calling on and selling to clients that have no touch points with the bank through a cold calling or external lead process.
Discusses the general outline of any required asset finance such as client’s Capex Budget, the lending terms proposed (including pricing) with the relationship team for an existing RBB / Commercial Banking customer and the Business Analyst / Alliance partner within the external market and ensures that the expected returns for RBB / Commercial Banking over the asset’s life are kept in mind.
Generates sales through executing leads for existing RBB / Commercial Banking clients that have established credit lines within the internal environment.
Offers appropriate solutions based on all available information to offer an informed asset finance solution. If required, obtains further information from the customer to ensure that the correct solution is offered in conjunction with Catchment and Ecosystem stakeholders.
Negotiates appropriate pricing margins for both the client and the bank from an ROI perspective. Focuses on value added products and services (VAPS) where cross sell is applicable to the asset that RBB / Commercial Banking is considering financing.
For existing RBB / Commercial Banking customers, consults with the respective Relationship teams to determine whether RBB / Commercial Banking is interested in the potential transaction from a risk and exposure point of view even if the credit line is in place.
When receiving or generating a sales lead for existing RBB / Commercial Banking customers or through an Alliance partner in the external market, ensures that the asset dealer is registered on the dealer / supplier database.
For a repeat RBB / Commercial Banking customer looking to finance only an asset : prepares a product specialist report, and a motivational letter that includes product (asset) specific information such as lending terms, price and expected returns on the asset for bank and non-banked customer transactions and submits this to the Business Analyst.
Submits the product specialist report and the motivation letter through to the respective Relationship teams in the internal market who will review the report and together with Credit make a portfolio decision on the risk appetite.
Obtains all the necessary information in order to enable the Business Analyst to prepare the appropriate credit motivation this includes any pre-credit work.
Ensures the securities for the customer are up to date and that all documentation needed for RBB / Commercial Banking to finance an asset are acquired and presented in a manner that makes it easy for Credit to understand.
In the external environment, a non RBB / Commercial Banking customer deal will be submitted to the relevant Business Analyst and together will decide on the appetite for and pricing of the deal.
For a non RBB / Commercial Banking customer, a transactional decision in financing the asset may be taken without needing to consult with the Relationship team.
However, once this initial transaction is banked, the customer relationship will be transferred through to a Relationship team in segment and any future deals will refer to the internal process. Customer Service
Drives asset finance processing; from document collection through to obtaining signatures from relevant stakeholders. This will be in the form of signed pro-formas from the dealer that will be handed over to the client for signature and collection prior to the submission of the product specialist report.
Waits for the Relationship team (internal market) or the Business Analyst (external market) to inform if the deal has been approved by Credit or not.
If the deal has been declined, renegotiates the deal with the client. Any adjustment to the deal must be signed off by the Relationship team for an existing RBB / Commercial Banking customer and prior to resubmission by the Relationship team through to cCedit.
Communicates approvals on facilities to the client immediately.
Once facility letter has been received, obtains client and relationship manager signatures, negotiates the terms should the client and or relationship manager challenge the terms on the facility letter.
Ensures accurate and timeous submission of documentation from stakeholders (e.g., customers, Dealers, etc.) to meet required turnaround times.
Ensures that communication channels are kept open so that any additional documents that are required can be gathered as soon as possible as well as kept up to date with the contract preparation process.
Collects prepared contracts and securities and if the documents are not in order, returns documents to sales support for correction.
Presents the contract, insurance, original invoice and Natis documentation to the client for signature. If the client is not happy with the contract or the securities that have been generated, initiates renegotiations or terminates the contract if the benefit is no longer realised.
Drives the dealer process to gain client’s signature on the contract prior to the delivery of the asset. Ensures that all signed documentation is sent back to sales support for dealer pay-outs.
Collects all documentation required to complete the pay-out process and all originals required for archiving as part of keeping client’s records. After Sales service
Existing customers o Maintains the CAF relationship for all new and existing customers. Provides high quality after sales care to all new and existing customers (including those with an assigned relationship manager).
Non-bank customers o Facilitates through a personal introduction, the transfer of all new CAF non-customer relationships emanating from supplier, manufacturer and JV alliance partners, to a relationship manager according to the segmentation model within 14 days of the transaction being paid out.
o Supports the relationship manager in establishing a primary relationship with all new customers banked that emanate from supplier, manufacturer and JV / Alliance sources. Risk and Control
Delivers a transparent approach to risk by using open dialogue with customers on risk status and raises cautionary notices when appropriate.
Undertakes relevant training and research to develop industry / sector knowledge where appropriate.
Develops solutions which are both practical and appropriate for customers.
Completes, reviews, agrees and signs off product specialist reports and recommendations to Credit.
Accountable for the content of facility letters as well as for obtaining financial information produced by customer to enable the completion of a comprehensive pack by the Business Analyst in the external environment and the relationship manager in the internal environment.
Negotiates appropriate security requirements with customers, within mandate.
Adheres to all relevant policies and procedures and drives data integrity during all customer interactions.
Validates and confirms underlying assets to be financed. Client Service
Ensures that customers asset finance needs are correctly identified, and that an appropriate asset-based finance solution is offered.
Ensues that agreed sales and service deliverables between Standard Bank and its suppliers are met. Team Involvement and administration
Liaises with OSS and sales support to ensure consistent service quality and risk adherence.
Attends team meetings on a regular basis to maintain dialogue / sharing of information to ensure up to date knowledge of market place, business development activity / initiatives, competitions and people issues, etc. Measures
Achievement of financial objectives
Increased market share
Achievement of customer service measures (turnaround times, customer feedback)
Adherence to risk and compliance requirements Preferred Qualification and Experience Qualification First Degree Business Commerce Experience 3 - 4 years Sales experience in Commercial Asset Finance.
Experience in preparation of credit motivations. Experience in general banking. Understanding of balance sheets and interpreting financial statements.
Must have completed FAIS RE 5 requirements.