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.
To fulfill the demand for quickly locating and searching documents.
It is intelligent file search solution for home and business.
Related searches
- job description finance manager
- job description for finance manager
- job description for finance officer
- finance manager job description sample
- finance manager job description and duties
- job description of finance manager
- finance director job description uk
- finance job description sample
- finance officer job description pdf
- finance officer job description sample
- director of finance job description pdf
- finance director job description sample