F&I Manager

Job Summary

The F&I Manager is responsible for structuring vehicle finance deals, selling value-added insurance and protection products, and ensuring full regulatory compliance in line with South African credit and financial services legislation, while maximising dealership profitability on every unit sold.

Key Responsibilities

Financing & Deal Structuring

• Structure vehicle finance deals and submit applications to banks and financial institutions (WesBank, Standard Bank, Absa, Nedbank MFC, etc.)
• Interpret credit bureau reports and assess affordability in line with the National Credit Act (NCA)
• Negotiate rates, terms, and deal structures with lenders on the customer's behalf
• Present approved finance options clearly and transparently to customers

Product Sales (F&I Products)

• Present and sell menu-based products: extended warranties/service plans, GAP cover, credit life insurance, tyre & rim insurance, paint & fabric protection, etc.
• Achieve/exceed dealership targets for product penetration and profit per vehicle retailed (PVR)

Compliance & Documentation

• Ensure all deals comply with the National Credit Act (NCA), FAIS Act, FICA, and POPIA
• Maintain required FSP accreditation as a registered representative, including RE5 and relevant CPD points
• Accurately complete and file all finance/insurance contracts, disclosures, and registration/licensing (eNaTIS) documentation
• Keep compliant, audit-ready deal files at all times

Relationship Management

• Maintain strong working relationships with bank finance houses and insurance underwriters
• Act as the link between sales staff, customers, and lenders to keep deals progressing
• Handle customer queries on finance and insurance products professionally

Administration & Reporting

• Report on F&I department performance (penetration rates, PVR, cancellations/chargebacks)
• Manage deal funding and follow up on outstanding payouts
• Minimise contract cancellations and unwinds
• Mentor/support sales staff on finance-readiness of deals submitted to F&I

Requirements

Requirements

Education & Experience

• Matric (Grade 12) required; a diploma/degree in Finance, Business, or a related field advantageous
• Minimum 3–5 years' experience in a dealership F&I role, with a proven track record of penetration rates and deal turnaround
• South African residence or citizenship

Licences & Accreditation

• FAIS accreditation / registered representative status
• RE5 (Regulatory Examination) — completed
• Current CPD compliance
• Valid Code B/EB driver's licence, clean record
• NCA/credit-related product training

Skills & Competencies

• Strong sales, negotiation, and closing ability, with a consistent record of hitting F&I targets
• Experience negotiating vehicle finance terms with banks and underwriters
• Solid working knowledge of the NCA, FAIS Act, FICA, POPIA, and eNaTIS requirements and processes
• High accuracy with contracts and financial documentation
• Good communication and customer service skills
• Computer literacy — DMS (Dealer Management Systems) and Microsoft Office
• Target-driven, deadline-conscious, and compliance-focused
• Ability to work independently with minimal supervision