Dane Drayton

Macquarie Group are an ASX listed, diversified financial services business operating in 34 markets globally and have reported over 53 years of unbroken profitability. With $795bn in assets under management. The Macquarie Direct Car Loans business sits under the Banking and Financial Services division and includes the Direct, Broker and Novated Leasing businesses.

• Reporting to the Head of Direct Car Loans, the Sales manager is responsible for managing a sales team of 9 who generate sales opportunities and take these through to settlement.
• Increased lead to application conversion from 28% to 39% across both consumer and commercial loans.
• Managed relationships with existing strategic partnerships such as Tesla and responsible for generating new strategic relationships.
• Led successful sales team by providing sales coaching and implementing and maintaining strict sales targets across a range of metrics.
• Increased efficiency of Settlements team through detailed review of workflow and implemented several key changes to reduce workload and streamline process.
• Assisted Technology and Operational teams to deliver implementation of new phone system and Salesforce overhaul.
• Provided monthly reports to Senior Leadership Team within the Banking and Financial Services Division.
• Achieved 'exceeds expectations' in April 2024 performance review.

Part of Toyota Motor Company Australia and Toyota Motor Company globally, Toyota Financial Services Australia provides wholesale funding to the Toyota, Lexus and Hino Australian dealer network including other non-captive brands which form part of the network. With over $4bn written annually in retail lending, TFA is Australia's largest non-bank lender.

Reporting to the Regional Manager, the Sales Manager is responsible for overall performance of one of two sales teams in the region including financial management, penetration, profitability and client engagement.

• Managed key relationships with large clients in the region including c-suite executives of listed companies and business owners.
• Coached and developed the sales team around client engagement, presentation effectiveness, objection handling, influence and persuasion.
• Delivered and drove key strategic initiatives which increased key performance metrics significantly in Q1 including a 24% lift in penetration.
• Implemented two new training strategies to drive stronger results within the network.
• Designed and delivered weekly kick-off meetings, monthly operational meeting and the annual regional conference as well as regular 1:1 meetings to coach and manage staff performance.
• Due to a management change during the first six months, probation was not passed in spite of positive probation commentary up to management change.

Deloitte is a diverse global consulting firm with 245,000 employees operating in over 150 countries and a market leader in advisory services to a diverse customer base

• Working as a consult, the role is a six month contract which was utilised as required. Engaged by the Senior Partner in the Automotive Finance team, the scope of the work includes everything from market research to advice on operational efficiencies within the automotive finances businesses in the market.

Part of Nissan Motors Australia and Nissan Motor Company globally, Nissan Financial Services Australia provides wholesale funding for automotive dealers in Australia and New Zealand including property funding, working capital loans, bailment and retail funding. With over $5bn in receivables, Nissan Financial Services Australia manages complex dealership funding requirements from $1m to $300m. Nissan Financial Services holds a retail funding book of $4bn and annual retail targets of $1.8bn across Australia and New Zealand.

• Managed overall performance of the sales team comprised of 33 staff.
• Responsible for financial performance of Australia and New Zealand including new contracts written, amount financed, return on assets, dealer satisfaction, operational expenses and profit.
• Manage P&L for sales team to deliver above expectation budget performance.
• Drove large acquisitions across the region including pricing, pitch, acquisition and settlement with ASX listed entities.
• Delivered FY22 aspirational target result in new contract booking, return on investment, operating profit and client satisfaction.
• Overhauled reporting system and training to deliver more comprehensive reporting to the account managers and track regional targets across each portfolio.
• Implemented new training to deliver greater understanding of customer financials, commercial pricing and floorplan management.
• Redesigned customer facing reports to be more effective and informative and drive outcome based discussions.
• Implemented a new acquisition process and presentation pack to improve client on-boarding and drive new business.
• Delivered 12 new wholesale acquisitions in FY22 across various regions.
• Identified opportunity and acted as project manager to implement electronic signature procedure 12 months ahead of delivery of new core system to significantly reduce settlement time and increase efficiency.
• Spearheaded task-force to relaunch Guaranteed Future Value across the business and across the motor company business and significantly improved penetration of GFV across retail sales of Nissan.

Reporting to the Head of Sales, the Regional Manager is responsible for the overall delivery of the regional performance to the business. With four account managers reporting to the role, the regional manager drives the financial result while managing more complex financial situations and larger and more challenging wholesale acquisitions in the region

• Significantly increased new acquisitions including two of the largest five accounts in the region.
• Achieved target across all metrics in FY20 and FY21 for the region.
• Worked directly with clients to handle new funding requests, refinances of existing facilities, complex queries and pricing requests.
• Collaborated with the Head of Sales and national operations to improve regional processes, improve customer journey and increase efficiency.
• Managed annual review process with the Wholesale Credit team to ensure appropriate risk and pricing practices were applied to individual dealers and dealer groups.

Macquarie Group are an ASX listed, diversified financial services business operating in 34 markets globally and have reported 53 years of unbroken profitability. With $795bn in assets under management, Macquarie Group employs over 19,000 staff. Macquarie, through its Macquarie Leasing business, purchased the ESANDA automotive finance book from ANZ in 2015 and became the second largest automotive financier in Australia before selling this business to a private equity firm in 2020.

• Reporting to the Regional Manager, the Sales Manager is responsible for the performance of a portfolio of dealers including retail finance written, wholesale performance, acquisitions and introducer monitoring.
• Maintained the largest set of customers nationally and successfully managed the transition from ESANDA with zero attrition.
• Achieved performance rating of ‘Exceeds Expectations’ across all reporting periods.
• Managed wholesale relationships with dealers including floorplan limits, capital loan requirements and stock turn efficiency to ensure risk to the business was minimised with adequate capital available to dealers.
• Identified new acquisition opportunities and managed process from discovery to settlement.
• Created and presented monthly reporting to dealerships to drive retail volume.
• Worked with internal credit teams and introducers to negotiate suitable conditions for retail applications and wholesale acquisitions.
• Identified collaboration opportunity across divisions and worked with senior management to execute “Macquarie Connect” in May 2018. This event and subsequent meetings created significant referrals across Business Bank, Private Bank and Macquarie Leasing.

Similar to the role at Macquarie, the Relationship and Acquisition Manager role is responsible for the performance of their portfolio of dealers. In this role, the RAM is supported by a Relationship Support Manager who focuses on retail. The Relationship Acquisition Manager focuses on the wholesale and financial aspect of the portfolio while managing relationships with Dealer Principals and Financial Controllers

• Increased portfolio size significantly through new acquisitions and portfolio management.
• Achieved the highest rating possible in the ANZ performance review.

Reporting directly to the Regional Head of ANZ Private, this role was newly created in 2012 to focus on acquiring new Private Client Relationships and transitioning these customers to an appropriate Private Wealth Manager based on their needs. With no previous position, the initial focus of the role was to design and implement a process for client onboarding and driving new referral channels through internal collaboration

• Successfully created and managed new internal referral channels through Business Bank, Branch and Institutional Banking collaboration.
• Significantly increased new client acquisition across the Private Wealth business and managed the client experience from discovery to settlement.
• Achieved ‘above expectation’ result in the ANZ performance review process in FY13
• Presented monthly results to the management team and wider business through monthly Town Halls.
• Successfully implemented processes for client on boarding and developed and launched internal marketing material to increase referrals from other divisions of ANZ.

Reporting to the Head of Client Services, the role is responsible for managing relationships with high net worth and active traders and executing their trading strategies in a non-advisory capacity. Th reole requires an exceptional level of customer service for existing clients as well as a focus on client acquisition through new and existing referral channels.

• Achieved ‘above expectation’ in FY11 and FY12 performance reviews
• Increased trading revenue 35% from FY10 to FY12 through new client acquisitions and management of existing portfolio
• Created new referral channels through the ANZ banking network including Private, Business Bank and Commercial bank and utilised these channels to significantly increase client base.

• Relationship Manager (Wholesale Platforms)
• Account Service Manager (Wholesale Brokers)
• Resolutions Manager (Customer Service)
• Client Service Consultant (Customer Service)