Senior Account Officer-Auto Fleet

The Senior Account Officer-Auto Fleet delivers fleet financing volume, utilization, and revenue targets by running day-to-day account coverage, pipeline execution, and end-to-end deal processing for fleet clients. The role manages active fleet relationships, acquires new accounts, coordinates internal teams to move applications to disbursement quickly and compliantly, and partners with Retail, Commercial, and Corporate Banking to originate new-to-bank opportunities and execute cross-sell.

Duties and Responsibilities:

Fleet Client Acquisition & Pipeline Execution

• Build and maintain a weekly prospect list and call plan; schedule client meetings, site visits, and demos aligned to monthly booking targets.
• Qualify leads (fleet size, usage, financial capacity, decision makers, timing) and prepare initial proposals (pricing, tenor, requirements checklist).
• Drive deal closure activities: pricing discussions, term sheet finalization, document collection, and client sign-offs in line with policies.
• Track pipeline by stage (lead proposal credit submission approval booking disbursement) and execute actions to move deals forward.

Portfolio & Account Management

• Maintain an account-by-account tracker (limits, utilization, maturity schedules, delinquencies, covenant/condition status, pending requests).
• Run monthly/quarterly check-ins with clients to address concerns, renew lines, increase utilization, and capture additional unit requirements.
• Process client requests (top-ups, restructuring, term changes, additional units) and ensure complete supporting documents before endorsement.
• Coordinate with Collections/Remedial to address past due accounts, align repayment actions, and manage client communications.

Program Management

• Implement fleet programs with Product/Marketing (promos, partner offers, bundled packages) by preparing mechanics, client lists, and rollout schedules.
• Coordinate campaign execution: client outreach, offer distribution, inquiry handling, and take-up monitoring.
• Maintain program performance reporting (leads generated, approvals, bookings, take-up rate, turn-around time) and log issues for resolution.

Solution Delivery & Deal Processing

• Coordinate with Credit, Risk, Operations, and Legal to submit complete applications, address findings, and meet defined turn-around times.
• Prepare and validate credit packs (financials, KYC, fleet details, pricing, justification, exceptions) prior to endorsement to minimize rework.
• Ensure compliance with documentation and regulatory requirements (KYC/AML, collateral docs, signing authorities, insurance, registrations).
• Manage booking and disbursement readiness: conditions precedent, documentation completeness, and operational setup.

Collaboration with Banking Units

• Work with Retail/Commercial/Corporate Banking on referrals by running joint pipeline reviews and agreed next steps per referred lead.
• Join client calls to support proposal discussions, gather requirements, and align on cross-sell actions (CASA, payroll, payments, insurance).
• Maintain a referral tracker (source unit, client, stage, expected value, next action, owner) and provide weekly status updates.

Relationship Handling & Client Support

• Serve as primary point of contact for fleet clientsrespond to inquiries, coordinate issue resolution, and manage service escalations.
• Maintain client files and interaction logs (minutes of meeting, action items, commitments, timelines) for traceability and follow-through.
• Ensure service recovery actions are completed (processing delays, documentation gaps, operational errors) with clear owners and deadlines.

Market Monitoring

• Gather competitor intel from client feedback and field observations (rates, promos, requirements, TAT) and submit a simple monthly summary.
• Identify common client pain points (processing steps, documentation, pricing sensitivity) and raise improvement requests to the right teams.

Reporting & Cadence Management

• Provide weekly dashboards to management covering: bookings, approvals, pipeline value, conversion rate, disbursement progress, and aging items.
• Maintain exception logs (policy deviations, delays, documentation issues) and ensure closure with accountable internal owners.

Qualifications:

• Bachelor's degree in business, Marketing, Finance, or related field.
• Minimum 3 years of experience in account management, corporate sales, Commercial / Retail Banking experience or Fleet Management Sales is an advantage

Required Skills:

• Strong negotiation and communication skills.
• Ability to manage multiple accounts and projects simultaneously.
• Background in automotive or Credit line account handling is an advantage.
• Excellent interpersonal and presentation skills.
• Strategic thinking and problem-solving ability.
• Proficiency in MS Office and CRM tools.
• Goal-oriented and driven to achieve portfolio growth targets.

Job Reference: JOB_549