Country Manager UK - Captive Finance - Construction Manufacturer

Overview:

Our client is the captive finance division of a global construction equipment manufacturer that provides financial services to distributors and customers.

In the UK, they have historically provided retail finance via a third-party but are now bringing it all in-house in line with their other key European markets.

To do this, they have an exciting opportunity for a UK Country Manager to spearhead their financing activities in this region.

Key Responsibilities:

• Manage the team of Country Manager Ireland, the UK Territory Managers and Inside Sales (indirect staff).
• Develop and enhance positive distributor, customer and outsourcing partner relationships.
• Monitor finance market conditions to ensure competitiveness of financial products and pricing.
• Be viewed as the financial solutions expert of your country by the entire manufacturer network.
• Thorough understanding of credit and collection policies, procedures, documentation and pricing models to negotiate acceptable pricing and terms on transactions.
• Thorough understanding of the different tax structures, balance sheet impacts and the specifics of the leasing industry in the UK.

Financial responsibility

• Bottom line responsibility for the UK financing business by balancing new business volume and related risks and cost.
• Maximize the financial margin of the country respecting the margin authority as defined in the pricing policy.
• Achieve the P&L objectives defined in the annual budget by managing the financial margin, the fee income, the risk cost, the remarketing of machines and by cost control.

Managing people & outsourcing partner

• Managing people: direct: hire, train, coach and manage a team of retail finance specialists.
• Team up with outsourcing partner local management to steer & drive up the service level of the finance program.
• Define & develop jointly new financial product offering to provide creative financial solutions to the dealer network.
• Implement strategic actions to position the captive finance house as the financial partner for the network to increase sales and market share.

New business volume and credit quality

• Drive new business volume through:
• Developing jointly with the manufacturer and the distributors sales-aid finance programs
• Launching, supporting and running these programs successfully
• Ensure good credit quality of the new business volume through
• Applying 1st filter of credit risk
• Obtaining meaningful financial information from the potential customers
• Negotiating terms, conditions + additional securities with the potential customers.
• Presenting and defending a well-documented credit case to the various Credit Committees. Inform and when necessary, negotiate additional credit conditions requested by credit committee to customers.

Support the Distributor network

• Develop, launch & monitor success of financial campaigns to increase the sale of OEM products, machines as well as parts & components.
• Regular visits of major customers to negotiate complex terms and conditions.
• Country Representative of Credit Committee
• Provide upon request additional details & explanations upon the customer & investment profile to the members of the Credit Committee.

Collection and Recovery Activities

• In close collaboration with HQ Credit department, define & execute collection & recovery strategies for contracts in arrears, including rescheduling negotiations, contract termination, repossession of equipment.
• Take initiative on remarketing of end of contract and repossessed equipment to minimize credit losses.

Your Background:

• Ideally degree educated with a minimum of 10 years of directly relevant professional experience encompassing sales/sales leadership, credit, customer services, collections, marketing, financial statements analysis.
• Construction sector experience.

Remuneration:

• c£100,000 basic salary.
• Car allowance of £6000
• 12% pension
• OTE bonus of 15%.

Location:

This is a national role with ideal location in striking distance of the Midlands.