Relationship Manager

Primary Purpose

To develop and implement account plans and strategies to maximize client satisfaction, retention, and revenue growth. To foster and manage relationships with clients on a national level, contributing to the success of the fleet management business. To deliver proactive service management and drive growth of existing client base and increase profitability.

Minimum Requirement

• Diploma in Finance, Accounting, Business management, Commerce, Fleet and Leasing management, Sales and Marketing
  
• Minimum 5 years experience within the Fleet industry, preferably with Fleet Sales Experience
• Previous Account Management/client relationship management or Sales/Business Development experience.

Competencies

• Value Management
• Account Management
• Sound negotiation skills
• Financial Acumen - Interpret financial statements.
• Expanding and identifying opportunities
• Commercial acumen and client focus
• Excellent presentation, communication and problem solving.
• Networking ability and relationship building
• Sound understanding of fleet and leasing business.
• Good understanding of credit, risk and project management
• Fostering Client Relationships
• Data Analysis and interpretation

Duties and Responsibilities

FINANCIAL MANGEMENT

• Motivate and process quality credit applications timeously.

• Achieve individual targets, identifying activities to achieve Payout NIR, NII Targets.
• Improve Debtors collection rate.
• Meet set monthly payouts.
• Track control and influence activities to increase sales efficiencies, actively retaining and growing existing customer base.

CUSTOMER CENTRICITY

• Customer management and service delivery, staying abreast of challenges that clients are facing in their industries and devise strategies to create value through financial and non-financial solutions.
• Collaborate with clients to understand their business goals and objectives, providing strategic recommendations and solutions to help them achieve success.
• Serve as the primary point of contact for national representation in clients, fostering positive and productive relationships.
• Provide ongoing and relevant advice to client on optimization of fleet, considering regional information where relevant.
  
• Engage Clients understanding queries and complaints displaying a willingness to ensure client expectations are met.
• Ensure successful retention of existing customers in the assigned portfolios by strengthening and expanding relationships.
• Lead client interactions on a national level to present performance results and provide information on specific issues, including regional stakeholders as and when required.

SALES MANAGEMENT

• Retain and grow the existing client base, identifying opportunities and activities for additional business through cross-selling and upselling of services and products.
• Conduct ongoing and accurate territory and portfolio analysis to identify business potential and ensure that this forms part of the basis of service and call objectives.
• Prepare and motivate pre credit forum and credit committee papers.
• Proactively identify opportunities to renew and extend contracts before they expire, leveraging insights from ongoing client interactions and feedback.
• Broaden business value and develop ways to enhance value proposition and competitive advantage of the offerings available to the client. Adding value to clients eco system through financial and non-financial solutions
• Actively work with the client to identify strategic opportunities and operational cost efficiencies, understanding their needs and maintaining a client solution orientation.
• Stay informed about industry trends, market dynamics, and competitor activities related to fleet management services.
• Identify opportunities for additional business and increased facilities.
• Conduct market research and competitive analysis to identify new opportunities, threats, and areas for differentiation

OPERATIONAL EXCELLENCE

• Manage SLAs through reporting and reviews including identifying exceptions and corrective actions.
• Manage the Vehicle Replacement Program to ensure a modern, efficient, and cost-effective fleet is maintained within the portfolio.
• Facilitate fuel cards ordering, licensing, traffic fines management, insurance related queries.
• Project management of roll out and onboarding of clients
• Assess client fleet utilization, and present restructure proposal in line with contracted parameters, maximizing opportunities within parameters of the contract.
• Proactively co-ordinate clients and internal stakeholders to facilitate the placement of orders.
• Co-ordinate and follow-up on all activities required during new vehicle handover, renewal and end ofcontract, termination processes ensuring quality and service levels are met.
• Escalate complex or high-priority issues to appropriate management levels for timely resolution

GOVERNANCE, RISK & COMPLIANCE

• Review contract conditions approved by the credit committee and ensure the tracking of requirements as the contract is implemented and managed
• Monitor and manage (in collaboration with internal business partners) the delivery of service in line with service level agreements, standards.
  
• Identify proactive actions to be put in place to minimize incurring penalties.
• Ensure adherence to legislation and regulatory requirements e.g. Fica, KYC management
• Ensure accurate preparation and signing of all legal agreements and documents.
• Adhere to internal risk and compliance procedures and processes for client onboarding, management and credit sanctions.
• Complete all compliance training within laid down timelines.

INTERPERSONAL SKILLS

• Professional conduct
• Demonstrate highly developed interpersonal relations.
• Maintain a positive attitude towards customers.
• Tenacity
• Integrity
• Outspoken & Friendly

This position is advertised in line with our commitment to Employment Equity.