JOB SPECIFICATION - ACTIVE VACANCY

Overview of Role

A vacancy has arisen for a Regional F&I Manager in the KwaZulu - Natal region. To grow second gross across every Halfway dealership in KwaZulu-Natal by lifting the capability of the region's F&I managers, by improving the volume, speed and yield of bank approvals, and by driving product penetration and mix. The role is field-based and hands-on, operating between group F&I strategy and dealership execution, and is accountable for the region's second gross performance, F&I capability and F&I regulatory compliance. All Halfway operations in KwaZulu-Natal: Kokstad, the South Coast, the Durban metro, Howick, Ballito, Richards Bay and Empangeni. Approximately 600km end to end.

Responsibilities

Six key performance areas. Indicative weighting for the annual performance scorecard is shown in brackets. Grow regional second gross and second gross per unit. Lift VAPS penetration and mix across all sites, with the Toyota retail sites as first priority. Drive the group product suite, including MotoVantage, into every dealership. Improve finance penetration at low-penetration sites. Run monthly product and performance reviews with each F&I manager and Dealer Principal. Act as the region's named contact for every lender. Work declines and marginal deals daily, restructuring and escalating to secure approvals. Negotiate rate, structure and deal-level concessions within the group framework. Improve first-bank placement quality and reduce multi-bank submission. Hold lenders to turnaround, approval rate and decline quality through quarterly regional reviews. Coach F&I managers in store on live deals. Maintain a current capability and succession picture for the region. Run scheduled regional training on products, structuring, objection handling and bank criteria. Maintain FAIS fit and proper status across the region, including RE5, class of business, product training, CPD and supervision. Host and mentor F&I graduate programme placements. Fill and cover F&I vacancies. Ensure every F&I representative is correctly appointed, competent and supervised. Ensure file quality on disclosure, needs analysis, NCA affordability, FIC screening and digital verification. Ensure internal audit outcomes meet threshold and prior findings are closed. Monitor product suitability, cancellation rates and complaints, and act on outliers. Implement the group Vehicle Sales and F&I SOP across the region and feed dealership practice back into It. Enforce Seriti capture discipline and data accuracy. Own regional DOC accuracy and be able to explain regional movements. Provide a monthly regional report to the Head of F&I. Establish the F&I function at every new KZN site before trading: representative appointment, lender onboarding, Seriti setup, product suite, staffing and process. Support ramp-up at new and satellite sites. Support group financial services initiatives that touch the dealership F&I desk.

Qualification

Matric. A relevant NQF Level 5 qualification in financial services, business or motor retail is preferred but not essential where experience is strong. Valid, unendorsed Code B driver's licence. English. IsiZulu is a strong advantage given the region and customer base.

Experience

Minimum five years as a dealership F&I manager, with demonstrable second gross performance. Proven working relationships with the KZN teams of the major vehicle asset finance providers. Deep value-added product knowledge across warranty, service and maintenance plans, insurance, credit life and shortfall cover. Multi-site, area or regional F&I experience, or a demonstrated F&I turnaround. Franchise experience in Toyota, Ford or the Chinese volume brands. Taxi and commercial vehicle finance exposure. Experience coaching or training other F&I managers. Seriti. Working knowledge of dealer management systems, lender submission platforms and digital verification tools. Vehicle asset finance credit assessment and deal structuring. Must be able to read a declined application and know what to change. Lender criteria, pricing and DIC mechanics across the full panel. Value-added product knowledge, pricing and penetration technique. FAIS, NCA, FICA and market conduct requirements as they apply to a dealership F&I desk. F&I performance analysis: reading DOC and Seriti data and turning it into action at a store.

Personal Characteristics

Influence without authority. The role carries no direct reports and must achieve results through Dealer Principals and F&I managers who report elsewhere. This is the single most important competency in the role. Coaching and developing others, in the moment and on live deals. Commercial negotiation, with lenders and internally. Resilience and self-direction. Field-based, largely unsupervised, and frequently working against resistance. Integrity and sound judgement in a regulated, conduct-sensitive environment.