Regional Sales Head

Business Financial Service Unit ABFL Location Punjab Poornata Position Number of the job Reports to Poornata Position Number Poornata Position Title of the job 30 characters max Regional Sales Head Reports to Poornata Position Title Zonal Sales Head SEG Function Sales Reports to Function Sales Department EB Small Enterprises Group Reports to Department EB Small Enterprises Group Designation of the Employee Regional Sales Head Designation of the Manager Zonal Sales Head SEG 1 Job Purpose Write the purpose for which the job exists in 2-3 lines Regional Sales Head leads the SEG business vertical in the Region to ensure achievement of portfolio bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity He she must develop and manage the area sales as well as the front line sales team to ensure they are motivated perform to deliver sales targets for the geography 2 Job Context Major Challenges Write the specific aspects of the job that provide a challenge internal and external to the jobholder in the context of the Business Unit Function Department Section The regional sales head of the SEG Business leads execution of innovative differentiated and innovative strategy for the region geography to stay ahead of competition - banks and other NBFCs Key challenges for the SEG Business RSH Scale distribution the business is all about retail and distribution Drive the secured lending segment with an avg 1cr ticket size TAT is an important criterion for this business - drive a parametrized lending approval process to cut the lead time for approval until disbursal Technology increasing adoption of technology by competition bringing down TAT and cost per customer Pricing lending rates continue to drop - stiff competition from banks and NBFCs 3 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 Key Result Areas Supporting Actions Channel Management- Effectively optimise different types of channel network in Region to ensure meeting of topline bottom line targets Channel types Direct Sales Agents Mediators CAs Identifies potential channel partners in region Submit evaluations of potential channel partners in region to Zonal Head for approval Negotiates terms of engagement with potential channel partners in lines with business potential Engages with activates key regional 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 Sets weekly targets with Area Heads Conducts weekly review of Area Heads Meets key customers as well as channel partners Ensures alignment of cases put up by the channel partners daily within the internal policies guidelines Negotiates commercial terms Ensures appropriate Funnel management in the Region to ensure adequate conversion from login and disbursement Ensures fulfillment by team of qualified leads provided by connectors internal sources Implements sales programs drives program KPIs behaviours Disbursal Customer Service - Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Region Ensures smooth coordination of team with internal stakeholders to process the applications Ensures smooth coordination of team with internal teams and response to their queries to ensure timely accurate disbursal Takes actions to mitigate possible risks Market Intelligence-Gather market intelligence towards evolving competitive business strategy policies processes Ensures systematic gathering of market intelligence Ensures geographical Market expansion in the Region Portfolio quality Profitability -Maintain quality of portfolio to minimize NPAs Implement measures to ensure profitability of Region Reviews overdue account daily Ensures collaboration with Collection teams for timely collections Leverages opportunities for cross selling within the group Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Region Collates market level Sales MIS circulate Participate in internal external audits and post audits close all open items for the Region and implement actions process improvements Ensure sharing of best practices among the Area Sales heads People Management - Develop a productive team by recruiting training motivating and retaining team members Recruit on a timely basis Implement training plans mentor team members Complete regular performance reviews and feedback Motivate and ensure retention of team 4 Job Purpose of Direct Reports Describe the job purpose of the direct report s to the job in 2-3 lines for each report Regional Sales Head leads the front-line sales team of the SEG business He she has to develop and manage the regional team to ensure they are motivated perform to deliver targets and maintain overall productivity of the team 5 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 Frequency Nature Internal Zonal Sales Head Team ABG companies Support functions like HR Fin Risk Collections Legal Daily Daily Need basis Need basis Update Review discussions Lead Guide Monitor For cross selling To avail a service Coordinate External Channel Partners Customers Dealers vendors of ABG Daily Daily Daily Sourcing business Review Negotiation Relationship building Cross selling lead generation