Abfl-area Sales Head-sme Em-udaipur

4 Key Result Areas Write the 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 - Maximum 10 KRAs can be updated Key Result Areas Max 1325 Characters Supporting Actions Max 1325 Characters Branch Sales Market Penetration Management Defines the branch strategy to drives sales and achievement of targets in terms of product mix customer segments channel distributor mix and budgets for marketing lead generation initiatives Sets business targets for self and RMs SRMs in the team and works towards achievement of the same Identifies business growth opportunities in the region in terms of channel partners and key customer segments and directs RMs SRMs towards tapping these opportunities Engages with Channel partners DSAs and other distributors to understand the proposals submitted and extract critical supporting documentation Increases branch revenues through strong focus on cross-selling initiatives innovative product mixes Enables and drives contests marketing campaigns to spread brand and product awareness and expand business volumes for the branch Monitors and achieves target book size through the above activities Branch Profitability Management Ensures achievement of branch book size revenues NII PF targets from direct channel sales by aligning sales actions with branch business strategy Maximizes profits by ensuring targeted fee income effective cost management Ensures branch budgets are adhered to and optimally utilized for maximum returns Distribution Expansion Operations Monitors local market trends and competitive offerings identifies opportunities for distribution expansion for the branch Engages regularly with key channel partners develops consistent touch points with them to enable quicker and better customer connectivity Devises a strategy to enable branch channel partners through knowledge sharing via engagement programs sales training in order to build long term partnerships and capabilities Monitors SLAs sales efficiencies of channels ROI of channels Effectively deploys schemes prioritize sales of high revenue products structures through distribution network Branch Customer Servicing Relationship Management Monitors client servicing metrics for the branch and sets standards for the same Mentors and develops RMs SRMs to achieve client centricity in their interactions Supports RMs SRMs in moving exception cases through the credit risk team within regulatory and compliance guidelines Identifies and implements market best practices for enhancing operational efficiency productivity and customer satisfaction across branch operations Enables RMs SRMs to develop strong client relationships in order to carry out pre sanction due diligence post sanction surveillance from a de-risking perspective Branch Sales Operations Internal Compliance Drives faster TATs on deal closures tighter due diligence compliant operations to improve branch operations metrics Shares policy inputs and updates based on market intelligence of the region market dynamics with relevant internal stakeholders Recommends process changes improvements to enhance operational efficiencies and strengthen process controls Supports branch audit activities and addresses observations if any with appropriate levels of urgency Acts as a point of escalation on delinquent cases potential NPAs and closely monitors these through the team for collection dues Branch Sales MIS Reporting Ensures all branch sales metrics are shared and reported in a timely accurate and compliant manner to the RSM ARSM and Business Analyst- Mortgages Monitors discrepancies variances in reporting and ensures they are corrected and reconciled with actual target achievement numbers Leverages sales MIS to track branch progress against targets on Book size NII and PF and overall P L People Management Evaluates Branch manpower plans ensure effective retention through developing performance linked incentive structures Oversees sourcing recruitment on-boarding and capability development of team members to drive productivity Guides RMs SRMs for better customer acquisition retention helps them achieve superior outcomes by setting performance standards Trains RMs SRMs on product structuring and business finance to enable greater customer connect and increase the perception of their credibility as financial advisors representatives Ensures optimal work allocation within the branch team and drives accountability for results 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 RM To effectively contribute towards building the asset of the Mortgages Division by marketing selling targeted Home Loan products and solutions to potential and existing customers at targeted yields Ensure client and channel acquisition through effective networking organizing local area programs direct builder network and cross selling through group systems ABMM ABG group companies SRM To effectively contribute towards building the Mortgages line of business and loan book by marketing selling all products LAP LRD HL and solutions to potential and existing customers at targeted yields and fee through a strong distribution network To strengthen the distribution network through the identification empanelment and activation of able DSAs through knowledge sharing and capability building To ensure client and channel acquisition through effective networking organizing local area programs direct builder network cross-selling through group ABG group companies To establish and nurture strong customer relationships through effective customer management and relationships building measures and techniques To leverage an understanding of local markets and preferences and facilitate structuring of loans in accordance To ensure all necessary due diligence is conducted to prevent fraudulent loans and ensure all sales processes are carried out in keeping with internal and regulatory guidelines 6 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 objectives Relationship Type Max 80 Characters Frequency Nature Max 1325 Characters Internal RSM ARSM Credit Risk team Operations Team Business Analyst- Mortgages Daily Daily Daily Daily New client development deal closures market trend analysis new market potential Loan proposals documentation execution loan sanctions Timely disbursements monitoring for any deviations Monitoring Targets Sales MIS External Group Non-group clients Key Channel Partners Daily Daily Customer relationship management CRM lead generation Lead generation referrals market competitive intelligence 7 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 Minimum Experience Level 4 - 8 years Job Qualifications B Com Honours Graduate