Area Sales Head

1) Job Purpose: 

Area Sales Head is responsible to lead the SEG business for ABCL in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills. 

Key Result Areas

Supporting Actions 

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets 

Channel types 

1. Direct Sales Agents 

2. Mediators(CAs) 

3. Internal sources that provide qualified leads like marketing department 

• Guide Relationship Managers in creating the database of potential channel partners in Area 

• Evaluate potential channel partners in Area 

• Meet & negotiate terms of engagement with potential in line with business potential 

• Onboard the channel partners 

• Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners 

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets 

• Set weekly targets with Relationship Managers 

• Conduct weekly review and daily activity tracking of Relationship Managers 

• Meet key customers along with channel partners & Relationship managers 

• 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 

• Expedite loan approval decisions by providing risk mitigation solutions

Ensure fulfilment by team of qualified leads provided by mediators, internal sources 

• Ensure team is giving the right picture to customers & no overcommitment is being made 

• Reiterate repeatedly to Relationship managers the business/product USP 

Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area 

• 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 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 customer transaction by team with appropriate documentation 

• Monitor hygiene post disbursal and provide solutions to any issues like statutory issue 

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, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area 

• Review overdue 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 overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees 

• Implement all cost management initiatives on a timely & accurate basis 

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area 

• Ensure the team has a clear understanding of the company policy in the market 

• Ensure process adherence by team for pre & post sourcing processes 

• Collate Area level Sales MIS & circulate 

• Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements 

• Mentor the team to display the right sales behaviors and follow right sales practices in the market 

People Management – Develop a productive team by recruiting, training, motivating and retaining team members 

• Recruit on a timely basis 

• Implement training plans & ensure personal growth of team members 

Complete regular performance reviews and feedback 

• Motivate and ensure retention of team