Zonal Sales Manager

Found in: Whatjobs IN C2 - 3 weeks ago

madhya pradesh, 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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