JOB DESCRIPTION

Purpose:

To generate and develop new equipment finance business through new and existing relationships and execute the same financial transactions. The candidate will be consummate and credible sales professional selling financial solutions to Manufacturing and Healthcare Sector. The role is focussed purely on generating new business and is suited to people who are ‘sales hungry’ and who can exploit their exceptional sales skills and vendor management with effective and successful results. An Ideal Candidate is who has spent 7-10 years or more in the Indian Banking/FI sector selling Equipment Finance and Leasing in Industry and Medical Equipment Sector.

Key Accountabilities:

SFSPL representation to potential Industry sector Clients through direct communication in face to face meetings, presentations, telephone calls and emails. You will be expected to spend 60-80% of your time out of the office in meetings. Actively and successfully manage the sales process: lead generation; credentials presentation; asking questions; solution presentation; negotiation; close; handover to the counterparty (internal team) and subsequent follow up and process management. Possess drive, motivation and acute attention to detail in ensuring all sales opportunities to are captured and explored. You will have individual responsibility for new business, and are expected to self-manage; however, you will be part of a particularly enthusiastic, successful and expanding team. Support is also available from the Regional Sales Head and Head of Sales for complex large pitches and strategies. Managing and maintaining a pipeline and ensuring all sales administration is complete and timely. You will effectively interact with other departments. Basic understanding of financials and capability to do early screening Convincing risk team on the transaction risks and mitigants

Relationships:

§  Vendor management – Various Machine tools, Packaging and Plastic Vendors

§  Risk

§  Asset Management

§  Collections

§  Commercial and Legal

The purpose of these relationships are to ensure smooth and clear interdepartmental communications in order to facilitate either a transaction or initiative through to successful activation and fulfilment.

PERSON SPECIFICATION:

Experience:

7-10 years working experience with a proven record of success – preferably in equipment financing .

Essential:
- It is essential for the individual to have at least 5-7 year external customer facing sales experience (including manufacturers and suppliers of the segment mentioned above).    
- Inspiration to your colleagues, tenacious, driven and highly motivated sales professional with enthusiasm for growth. 
- Firmly believe that fun and great business go hand in hand.

Preferable:
Experience of selling different asset types in B2B financing. Experience of working small value transaction and high numbers of transactions through manufacturer /suppliers.

Qualifications and Training:

Preferable: Graduate & Computer literate.

Job Skills and Knowledge Proven success in your sales ability and demonstrable full knowledge of the sales process. Confident negotiator and ability to ‘close the deal’. Strong client management skills and ability to keep promises. Capable of hands on problem-solving, with ability to generate ideas and solutions. Ability to use own initiative and pay close attention to detail. Ability to cope with competing demands and to prioritise tasks. Strong communication skills in all forms including written, oral, email, telephone and presentation. A positive attitude to dealing with people. Capable of working independently, and having responsibility as an individual. Honesty, integrity, initiative and creative approach to problem solving.

Key Competencies:

Personal

§  Change Agent - Advanced level has a positive outlook with a ‘can’ do approach and demonstrates flexibility.

§  Coach - Foundation tries new approaches to tasks and demonstrates a willingness to learn new ideas.

§  Communicator and Influencer - Mastery, persuades or influences others to accept a point of view and or agree to plans, actions and approaches to which the other person maybe resistant.

§  Creative Innovator - Advanced, makes changes to improve performance within appropriate timeframes and financial budgets.

§  Decision maker - Foundation, demonstrates commitment to accountability for decisions.

§  Organised planner - Advanced, sets milestones, reviews progress and takes appropriate corrective action.

§  Performance Manager - Foundation, manages own performance.

§  Personal Leadership - Advanced level is prepared to engage with all necessary stakeholders in taking the organisations agenda forward.

§  Problem Solver - Advanced, presents ideas that stand up to informed challenge.

Technical

§  Account Manager - Advanced, works to maximise and optimise all business opportunities within all allocated customers.

§  Business Developer - Advanced, pro-actively seeks our new business opportunities with target prospects and effectively converts them into prospects customers.

§  Commercial awareness - Foundation, takes a commercial position aligned with the organisation goal and their own personal targets to achieve the best possible outcome.

§  Customer Centric - Advanced, places the customer at the heart of all the day to day activities.

§  Data literate - Advanced, plan work with data in all required formats, MS office, the company’s proprietary software and manually on paper.

§  Networker - Advanced, maintains and develops a rich network of market related contacts that can be leveraged for maximum business benefit.

§  Sales Marketer – Foundation, seeks to understand the broader on f the market sectors that they and their customers operate in.

Sales Process – Advanced, contributes to the development of sales process ’best practice’.  

Job content discussed and understood:

Signed (Job Holder)……………………………………….       

Signed (Manager)……………………………………………