Regional F&i Manager

24 hours ago

Midrand, South Africa WeBuyCars Full time

**PRIMARY PURPOSE OF THE JOB**:
Ability to fit in as a team leader. Oversee and manage the F&I function, ensuring unit and product target achievement in the F&I department. Delivering and managing exceptional customer service levels and maximize second gross income in your region. Responsible for the resourcing and staffing of the F&I department.
- **
KEY RESPONSIBILITIES**
- To ensure that the branches are kept abreast of all new F&I’s related issues and informed of any changes that may occur.
- To establish good working relationships with all new F&I’s, Branch Managers, Sales Managers and Salespeople.
- To ensure policy is followed by al staff having deals involving the F&I functions and products.
- To communicate and build relationships with all representatives from Banks and other business partners.
- Continually explore new ideas and opportunities to increase finance unit and product sales.
- To drive the accuracy and timeously availability of management reports.
- **
Planning**
- Provide input into the annual sales and marketing plans (bi-annual).
- Translate sales strategy into actionable goals for performance and growth. (Determine bi-annually, Re-asses every quarter.)
- Liaise with Sales Director to set monthly sales targets broken down per day, per branch and per sales channel (units and auxiliary product targets).
- Plan and implement resource requirements needed to achieve agreed targets. Sufficiently resource (stock levels, headcount, quality sales leads, systems, processes) the sales department to support a “Target Achievement Culture”.
- Monitor sales achievement against target and implement corrective action where required.
- **
Sales operations**
- Is responsible for the entire Sales Function Nationally (all channels, all branches).
Monitor daily unit sales performance against set targets. Implement corrective action where targets are being missed.
- Work closely with the Contact Centre and Marketing department, ensuring each branch receives sufficient “quality” leads required to achieve sales targets.
- Monitor and drive the management of leads, ensure leads are handled professionally and timeously, thereby maximizing the probability of a sale.
- Oversee Dealers sales function.
Maintain solid relationships with key dealer groups required to achieve dealer sales targets.
- Work closely with dealers to implement improved processes and system to support the channel.
- Develop the dealer channel in accordance with the parameters outlined in the Sales Strategy.
- Work closely with the National F&I Manager:

- Private finance channel targets achieved (units and targeted product sales ratio per finance transaction).
- Oversee Online Auctions:

- Ensure NEW ARRIVAL, PROMOTION and NON-RUNNER auctions are sufficiently stocked to achieve unit targets.
- Monitor auction participation (dealer and private), implement corrective action (marketing, inventory levels and pricing) to address identified anomalies.
- Works closely with the National Operations Manager:

- Inventory levels are sufficient to achieve targets (monitor stock levels at all branches).
- Provide accurate sales targets/forecasts to be used for stock allocation.
- Non-running, aged/slow moving inventory maintained within agreed parameters.
- Implement operational best practices required to support a “target achievement culture”.
- **
Training**
- Sales training ownership.
Ensure sales material is relevant and supports the achievement of set sales targets and customer service levels (CSI).
- Ensure standards of exceptional customer service is maintained through the sales training program.
- Coordinate training of all new intakes (ensure only properly trained staff members whom passed the induction test is allowed to assist customers).
- Coordinate finance sales specialised training (ensure only properly trained staff members whom passed the finance sales test is allowed to invoice finance transactions).
- **
Reporting**
- Weekly sales report, analysing unit achievement against target per channel and per branch. Highlighting concerns and required corrective action to ensure a “target achievement culture”.
- Streamline sales reporting. Ensure Actual vs. Target reporting is visible and actively managed per sales executive at branch level.
- Monthly one-on-ones with branch managers. Actual achievement vs. target, areas for improvement and focus areas.
- **
KPI’s (Key Performance Indicators)**
- Sales unit target achievement;
- Sales executive headcount within agreed parameters. Unit sales per sales executive within

agreed parameters.
- Auxiliary product target achievement (effectiveness ratio per channel).
- Branch Lead Management : assigned and in-progress leads managed within defined service level parameters.
- Online auction participation within agreed parameters (Dealers and Private).
- Daily outstanding payments (debtors) within agreed parameters.
- Inventory management (in conjunction with the National Operations

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