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ABFL-Area Sales Head-SME EM

4 weeks ago

Udaipur, Rajasthan, India Aditya Birla Insulators Full time
Job Description

Key Responsibilities

Branch Sales Strategy & Target Achievement

- Define branch-level strategy for product mix, customer segments, and distribution/channel mix.
- Set and monitor sales targets for self and Relationship Managers (RMs)/Senior RMs (SRMs).
- Identify growth opportunities and direct RMs/SRMs to tap them effectively.
- Drive cross-selling initiatives and innovative product combinations to increase revenue.
- Initiate and monitor marketing campaigns and contests to drive lead generation and brand awareness.

Profitability & Budget Management

- Ensure achievement of revenue, Net Interest Income (NII), and Processing Fee (PF) targets.
- Monitor and control cost budgets to maximize profitability.
- Track fee income, cost efficiencies, and branch P&L regularly.

Distribution Expansion & Channel Engagement

- Identify and act on local market trends and distribution opportunities.
- Strengthen partnerships with DSAs and other channel partners.
- Conduct capability-building sessions and regular engagements to empower channel partners.
- Monitor SLAs, channel sales efficiencies, and return on investment.

Customer Servicing & Relationship Management

- Set client servicing standards and mentor team for delivering customer-centric services.
- Support team in exceptional credit cases within compliance guidelines.
- Drive operational excellence and customer satisfaction through market best practices.
- Ensure proper due diligence and surveillance for de-risking.

Sales Operations & Internal Compliance

- Drive fast turnaround times (TATs), compliant operations, and robust due diligence.
- Share market intelligence and policy inputs with internal stakeholders.
- Recommend and implement process improvements for better efficiency and compliance.
- Support audits and address observations promptly.
- Monitor and act on delinquent or high-risk cases to prevent NPAs.

MIS & Reporting

- Ensure timely and accurate reporting of all branch sales metrics.
- Track performance against Book size, NII, PF, and overall branch targets.
- Reconcile discrepancies in reports and highlight key trends.

People Management

- Evaluate manpower needs and implement incentive structures for retention and performance.
- Oversee recruitment, onboarding, and capability development.
- Guide and train RMs/SRMs in product structuring and client acquisition.
- Allocate work efficiently within the team and instill result ownership.

Job Purpose of Direct Reports

Relationship Manager (RM)

- Drive home loan sales through direct and indirect channels while ensuring yield targets.
- Acquire new clients through networking, builder connects, and group cross-selling.

Senior Relationship Manager (SRM)

- Market and sell all mortgage products (HL/LAP/LRD) to customers at targeted returns.
- Strengthen distribution via DSA engagement and knowledge sharing.
- Build strong customer relationships and ensure due diligence in loan sourcing.

Key Internal & External Relationships

Internal Relationships

- RSM/ARSM Daily: Strategy alignment, market analysis, support on closures.
- Credit Risk Team Daily: Proposal assessment, risk evaluation, sanction coordination.
- Operations Team Daily: Ensure disbursements, resolve operational issues.
- Business Analyst Mortgages Daily: Sales tracking, MIS analysis, performance reporting.

External Relationships

- Group & Non-group Clients Daily: Customer relationship management, lead generation.
- Channel Partners (DSAs/Connectors) Daily: Business development, market intelligence, referrals.

Organizational Relationships

Reports to: Regional Sales Manager (RSM) / Associate RSM

Direct Reports:

- Senior Relationship Managers (SRMs)
- Relationship Managers (RMs)