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 ResponsibilitiesFinancing & 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

RequirementsEducation & 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