ABFL-Area Sales Manager-STSL

Job Description

Location:Rajasthan, IndiaOrganization:Financial Services4) KEY RESULT AREAS:WRITETHE KEY RESULTS EXPECTED FROM THE JOB AND THE SUPPORTING ACTIONS FOR EACH OF THESE KEY RESULT AREAS (FOR A MAJORITY OF JOBS TYPICALLY THERE COULD BE 4- 7 KEY RESULT AREAS)Key Result Areas Supporting ActionsBusiness growth through Channel Management - Effectively grow and leverage the channel network in Area to ensure meeting of topline & bottom line targetsChannel types
1. Direct Sales Agents
2. Online aggregators
3. Internal sources that provide qualified leads like marketing department
• Explore & identify potential channel partners in Area
• Evaluate potential channel partners in Area
• Meet & negotiate terms of engagement with potential channel partners in lines with business potential
• Onboard the channel partners
• Constantly engage with & activate key area level channel partners while ensuring targeted ROEs for the channel partners
• Implement engagement programs & sales training to develop channel partners
• Monitor SLAs, sales efficiencies and RoI of channels
Business growth throughCustomer Acquisition- Ensure customers are acquired by selling STSL towards meeting topline targets
• Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives
• Cascade goals to Sales Managers;Set weekly targets with Sales Managers
• Conduct weekly review of Sales Managers
• Meet customers along with channel partners
• Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
• Ensure smooth coordination of team with internal stakeholders to process the applications
• Negotiate commercial terms
• Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
• Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources
Disbursal & MIS - Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Area
• Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
• Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
• Ensure completion of the transaction of team with customer with appropriate documentation
• Collate Area level Sales MIS & circulate
Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes
• Gather market intelligence personally and push team to do the same
• Carry out competition benchmarking
• Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc
Portfolio quality & Risk Management -Maintain quality of portfolio to minimize NPAs
• Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
• Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
• Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends
• Review over due account on a daily basis in the Area
• Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
• Ensure collaboration by team with Collection teams for remaining over due cases & ensure collection on a timely basis
Profitability-Implement measures to ensure profitability of Area
• Focus on sales volume and value (higher yield and margins) through the team in the Area by right pricing, cross selling, processing fees
• Implement all cost management initiatives on a timely & accurate basis
Process Efficiency & Operational Effectiveness - Drive process improvements to ensure process efficiencies in the Area
• Ensure process adherence by team for pre & post sourcing processes
• Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion
• Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
• Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements
People Management Develop a productive team by recruiting, training, motivating and retaining team members; Develop relationship with internal stakeholders
• Recruit on a timely basis
• Implement training plans
• Complete regular performance reviews and feedback
• Motivate and ensure retention of team
• Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination
5) JOB PURPOSE OF DIRECT REPORTS:DESCRIBE THE JOB PURPOSE OF THE DIRECT REPORT/S TO THE JOB (IN 2-3 LINES FOR EACH REPORT)Sales Managers-Responsible for building the targeted book size and developing the Short term Secured Loans with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives; to work closely with Area Sales Manager and operationalize end to end lending transactions with superior product delivery while ensuring credit quality of new acquisitions6) RELATIONSHIPS:DESCRIBE THE NATURE AND PURPOSE OF MOST IMPORTANT CONTACTS OR RELATIONSHIP (EXCEPT SUPERIOR/TEAM MEMBERS) WITH INDIVIDUALS, DEPARTMENTS, ORGANIZATIONS INSIDE AND OUTSIDE OF THE ORGANIZATION, THAT JOB IS REQUIRED TO INTERACT WITH IN ORDER TO DELIVER THE JOB OBJECTIVESRELATIONSHIP TYPEFREQUENCYNATUREInternalSMsRiskOperationsCollectionsPolicyFinanceHRITDailyDailyDailyDailyMonthlyWeeklyNeed BasedNeed BasedBusiness MIS, review on new market development & progress on objectivesProposal evaluations, portfolio monitoringClient servicing issues, TAT reviewsCoordinate for overduesProvide feedback/inputCoordinateRecruitments, Performance Reviews, TrainingBack-end/ systems supportExternalChannel Partners(Zonal DSAs/ Representatives)Existing and Prospective customersVendorsFortnightlyWeeklyAs requiredProduct and business development initiativesRelationship buildingCRM & understanding the need of new products/ positioning changesReview7) ORGANIZATIONAL RELATIONSHIPS:PROVIDE THE STRUCTURE FOR A LEVEL ABOVE AND BELOW THE POSITION FOR WHICH THIS JOB DESCRIPTION IS WRITTEN. USE POSITION TITLES IN THE STRUCTURED AND INDICATE ALL THE REPORTS OF THE POSITION.Qualifications:Any GraduateMinimum Experience Level:7-12 Years

Keyskills :
area sales managementcrm