Zonal Sales Manager

2 months ago

Indore, India Bajaj Housing Finance Limited Full time

Role Title

Zonal Sales Manager - Near Prime & Affordable

Company

Bajaj Housing Finance Limited

Function/ Department

Near Prime & Affordable

Location - Indore/ Hyderabad



JOB PURPOSE


  • Plan & Deliver 100% of the allocated AOP targets
  • Ensure allocation of leads & manage conversion percentage, deepen cross sell with in the BHFL franchise
  • Have an overall view of credit, risk matrix to build a robust portfolio
  • To manage COA in line with Company requirement
  • Implement & Enhance sales controllership
  • Build a culture of Customer service orientation
  • Build groom & develop business & best in class sales team



PRINCIPAL ACCOUNTABILITIES


Sales Planning & Review

  • Receive monthly AOP target for B2C for the assigned zone from Product / HO; Communicate and seek alignment on the set targets from the team (RSM, ASM, SM and PSF)
  • Review performance of the team across set targets for the mini-month ends, closely review, Sanction Un-Disbursed (SUD)cases impacting the disbursements of current month to manage to Track shortfalls and engage team to meet given goals.
  • Visit the various branch locations within the zone to review the performance of own team and understand on ground challenge, monitor deviations from set targets and provide course correction inputs
  • To check, manage, measure product of on roll & off role
  • Asses quality of cases, Hiring & training of new recruits
  • Data conversion matrix


Business Development

  • Explore and develop business opportunities with the Channel Partners about upcoming new launches, future business plans, NTB Leads etc.
  • Analyze the ticket size, location, profile, etc. and explore with Chanel Partners the potential schemes / offers that may work and provide inputs to the back-end team
  • Engage & Deepen Micro Market strategies for BT & Resale business
  • Impart on the job training and guide business development of the team in the field to enable them to better develop business


Operational alignment

  • Track number of files logged in, sanctioned, disbursed, etc. on a daily basis; Engage with credit, risk and operations team to resolve issues and ensure progress of transactions, and to further align on risk and credit policies, and operational processes in line with overall business objectives
  • Strengthen and streamline back end processes (from log in to disbursement) to increase the efficiency of the sales team and reduce intervention at transaction level; Work closely with credit and risk teams for process changes and improvements
  • Support establishment of brand in the market and Channel Partners by ensuring smooth on-boarding of new relationships and back end alignment


Team development

  • Participate in recruitment process to identify the right talent at senior positions within the team
  • Cascade objectives, establish individual performance expectations and regularly review individual performance of the team
  • Identify and create development opportunities, training, induction sessions, etc. for team members to enhance functional/ business knowledge


MAJOR CHALLENGES


  • To manage attrition & carrier aspirations of the team.
  • To ensuring 90% incentive penetration for the team.
  • Building relationships with Channel Partners despite competition in the Market


DECISIONS


Decisions made by job holder

Following decisions are taken by the role:

  • Cascade of sales targets to the team
  • Recommendation on schemes / offers /Policies
  • Hiring



SKILLS AND KNOWLEDGE


Educational Qualifications

Qualifications

  • Post Graduate
  • Experience
  • 7 -12 years of work experience
  • Exposure to Affordable housing/mortgages / real estate
  • Strong experience of managing builder/ developer relationships

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