JOB DESCRIPTION FORM - PSA Finance



|JOB TITLE: Zone Finance Manager |DATE COMPLETED: January 2018 |

|DEPARTMENT : Sales |TITLE OF JOB HOLDER’S MANAGER: Regional Manager |

| |

|ORGANISATION – (please insert a chart to represent where the position is located in the organisation) |

|[pic] |

| |

| |

|PRIMARY PURPOSE OF THE POSITION  |

| |

|To achieve PSA Finance UK’s commercial objectives by co-ordinating the financial services activities of the Dealer networks by: |

|influencing, persuading and motivating Dealer Management to actively support PSA Finance UK’s products and to thereby achieve Finance & Insurance Targets. |

|Driving the digital transformation of the Dealer networks in the F&I arena |

|Acting as the voice of the customer, collecting and escalating the needs of the dealer networks and final customers across the different products (B2C, B2B, |

|Used vehicles, digital customer journeys, …) |

|Achieve quantitative and qualitative objectives for financial services activities, in particular – New car penetration (B2B, B2C), Used Car penetration/volumes,|

|Net Banking Income, Insurances, Services & Mobility product |

| |

| |

|MAIN RESPONSIBILITIES – please list 6-8 main responsibilities |

|(The results that must be achieved and the actions that must be taken in order to achieve them) |

| |

|Achieve the Financial Service targets and Qualitative objectives agreed quarterly. |

|Actively promote all PSA Finance products e.g. JAF / Simply Drive, Telematics, Used PCP, Used Deposit Contribution offers, Pack 6.9%, Wholesale facilities, etc |

|Lead the activities to ensure fulfilment of the customer portfolio by liaising with the operational teams to maximise delivery and financing |

|Conduct business development meetings with all Dealers to present rate structures, financing offers and services, communicate general information (e.g. taxation, |

|competition, financial results) and ensure reports are up-to-date, used and understood. |

|Monitor and coordinate loyalty campaign and implementation of incentive to improve performance |

|Establish F&I sales and marketing actions within each dealer where appropriate e.g. local advertising, point of sale material, direct mail, payplan adjustments – |

|for both PSA Finance and F2ML products and services. Check and agree activity on websites and social media |

|All Dealer visits or reviews to have an outcome with actions agreed and recorded relating to areas of poor dealer performance, current sales opportunities and |

|quality measures. Joint actions with the Brands should be established when appropriate |

|“SMART” actions to be recorded in “The Hub” and followed up |

|Maximise the competence and potential F&I skills of every salesman (Retail & Business) through training, motivation, support and guidance. |

|Training new starters on finance products and services (including those offered by F2ML) |

|Training and testing the sales team knowledge on Compliance requirements |

|Ensuring the follow-up of the Efficar Evolution method |

|Coaching and training by example, for example (B2B, SME) customer visits |

|Promote, train and coach on key systems, products and processes – e.g. Phenix SVO, Click to Buy, Retail, B2B, Used. |

|All training and coaching to be recorded in “The Hub” |

|Drive the transformation of the Dealer Networks by: |

|Promoting change management and securing the transition in terms of training, tools, organisational / profiling assessments, reporting etc |

|Implement digital transformation programmes within the dealer networks |

|Roll out offers which support the transformation (e.g. new mobility products) |

|Respecting Competition Law, benchmark activities |

|Maximise the number of Partnership Dealers in the district by developing close working relationships with key decision makers and through demonstrating the |

|commercial benefits of PSA Finance. Undertake package negotiations so that Dealer support is renewed or gained |

|Manage and follow through all renewal opportunities, including active promotion of eMaster |

|Ensure all opportunities are maximised by ensuring deals are stacked according to the support available, allocated to sales execs and quality contact made with |

|customers to renew deals |

|Ensure that sales managers manage the prospecting process effectively with their sales execs |

|Develop local campaigns for both new and used customers |

|Maintain agreed call plan with all dealers and record accurately within Outlook. Maintain up to date calendar within Outlook |

|Develop good working relationships with internal and external partners – PMC, CUK, F2ML, Mapfre, etc. Provide active support to the Autobank team as |

|necessary.Support head office departments as necessary, e.g. investigating complaints, stock audit issues, credit reviews |

| |

| |

|PRINCIPAL CONTACTS / WORKING RELATIONSHIPS (outside of the department, either within the Company or externally) |

|Main relationships are with Dealer Principals and Sales Managers as well as individual sales staff. The ZFM will be required to build and maintain an effective |

|business relationship with each key contact. This relationship will involve frequent contact with dealers (visit, phone e-mail). |

|This relationship is key to the role as it is a major factor in persuading and influencing the dealers to support PSA Finance UK selling both finance & insurance |

|products. |

|Other relationships are with other departments of PSA Finance UK including credit, dealer services, marketing and compliance. |

|Needs to develop good relations with Marques Sales Teams and specifically Zone Managers with a view to promoting Dealer Finance Activity. |

|ZFM’s are required to participate in joint visits with dealership staff to local business sector prospects. |

| |

| |

|OPERATIONAL CONTEXT |

| |

|1. Working environment : |

|This is a field based role which requires significant travel and flexible approach to working hours. |

|Dealer contact is face to face on site at the dealership as well as via telephone and e-mail. |

|2. Decision making scope (the type of decision that only the jobholder can make): |

|Dealer finance & insurance products targets. |

|Discretionary Budget (Regional Budget allocation, requests to be authorised by the Regional Manager) for campaigns/incentives |

| |

| |

|PRINCIPAL CHALLENGES/DIFFICULTIES (routine or non-routine, availability of guidelines, level of ingenuity) |

|The dealers do not have to support PSA Finance UK except on campaign business but may decide to give their finance and/or insurance business to one of PSA Finance |

|UK’s competitors [Black Horse, Santander etc….] |

|All dealers are different and hence the ZFM has to be flexible in their approach to enable the dealers to be persuaded to support PSA Finance UK. |

| |

|STATISTICAL DETAILS |

| |

|1. Number of direct reports (state extent of supervisory responsibility) |

|None |

|2. Economic data (level of budgetary or expenditure control) |

|Each Finance Manager has approx. 20 dealers within their territory. They are responsible for an annual retail turnover of based on their allocated dealers. |

| |

|3. Supervision Received - The role involves frequent communication with the Regional Finance Manager who will assist in identifying priority areas and priority |

|tasks. |

| |

|EDUCATION AND EXPERIENCE |

| |

|1. Foreign language skills: |

|None |

|2. Professional qualifications, vocational training, education level: |

|Driving licence essential |

|Preferable Degree or BTEC level education plus 5 years experience in Motor Finance Industry although ‘A’ level plus 6 to 8 years experience may suffice. |

|FLA Diploma or equivalent would be beneficial |

|3. Previous experience required (please state if essential or desirable): |

|Detailed knowledge of dealership sales activity required. |

|Knowledge and understanding of relevant FCA Insurance regulations required. |

| |

|PERSONAL CHARACTERISTICS REQUIRED (for example analytical, influential, creative thinker) |

| |

|Skill required include: |

|Presentation |

|Selling |

|Influencing |

|Ability to communicate & liaise at all levels |

|Ability to coach & mentor |

|Effective time management & prioritising skills |

|Decision making |

|Must be highly numerate as well as having sales skills |

| |

|CAREER PATH |

| |

|This position would constitute a promotion for people who have held the following positions: |

|Sales or operational support roles |

| |

|On leaving this position, a job that would be considered a promotion is: |

|Regional Manager |

|Brand Relationship Manager |

|Business Development Manager |

| |

|Equivalent positions which could constitute lateral moves: |

|Zone Manager in the Marques |

|Free2Move Lease National Key Account Manager |

|Efficar Manager |

|WRITTEN BY: VALIDATED BY: |

| |

|Sales Director Human Resources Department |

................
................

In order to avoid copyright disputes, this page is only a partial summary.

Google Online Preview   Download