Area Sales Manager

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines)The purpose of this job is:o To execute the business objectives for the area in line with the regional Small Ticket Unsecured Loanssegment objectives of book size, profitability, portfolio management, etc. in consultation with theRegional Sales Manager – Small Ticket Unsecured Loanso To deliver on the area strategy in terms of target segments, strengthening existing relationships andsetting up new channels for market penetration, and set business objectives and operational plans forthe area organization.o To act as a point of escalation for specific cases, fraud alerts, customer complaints or exceptionhandling and support the removal of bottlenecks for the achievement of business targets for SmallTicket Unsecured Loans segment at an area levelo To grow business penetration in the area by directing and building the capability of SMs, and ensurecascade of plans and strategies down the lineo To ensure the end to end management of Small Ticket Unsecured Loans business transactions in thearea with superior product delivery, and to monitor the credit quality of new acquisitions withcompliant sales operations & partnership with Risk teamo To develop and manage the regional team to ensure motivation and focus towards achieving businessresults2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.Business Workforce Number(Max 254 Characters)Unit Workforce Number(Max 254 Characters)Function Workforce Number(Max 254 Characters)Department Workforce Number(Max 254 Characters)Other Quantitative and ImportantParameters for the job: Budgets/Volumes/No. of Products/Geography/Markets/ Customers or any other parameter3) 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/SectionJob ContextKey Aspectso The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes,o Given nature of customers, the business also entails stringent controls and monitoring to ensureportfolio health and quality at all timeso While unit of sizing up the business is its loan book size, profitability and minimized delinquency arekey business objectives.o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offeredto customerso Understanding of product market characteristics such as channel relationship management, areaspecific occupations/trade, local financial preferences and practices are important to gain competitiveadvantage while structuring loans and identifying leads.o The Area Sales Manager – STUL is responsible for driving the SMs to maximize profit, growth &customer service objectives via a series of planned business development and channel expansioninitiatives.Key Challengeso To build the area business in line with the adopted regional strategy, i.e. starting with limited teamstrength/ depth and growing with expanding business operations and performanceo To build and grow the business while remaining cognizant of competitive realities in the followingareas:o Market linked producto Market average IRR & processing fee levelso Market average DSA pay-outso To originate and develop market share in Tier-I and II locations within the area, against stiffcompetition, overcoming competitive pressures with sharp focus on efficiency and stakeholdersatisfactiono To drive dual focus on growing volume and ensuring sourcing quality, given nature of the customerprofile (individuals/ MSMEs)o To constantly upgrade financial & operational know how of self and team members on efficient loanprocessing, effective negotiation and relationship building for maintaining credibility with DSA networkand profitable target achievemento To keep abreast with latest market trends through focused market intelligence, as well as regulatorychanges for inputs on requisite amendments to policies, processes, etc.o To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcingfunnel is built to meet targetso To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potentialNPAs4) 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 ActionsBusiness growth through ChannelManagement - Effectively grow andleverage the channel network inArea to ensure meeting of topline &bottom line targetsChannel types1. Direct Sales Agents2. Online aggregators3. Internal sources that providequalified leads like marketingdepartment· Explore & identify potential channel partners in Area · Evaluate potential channel partners in Area · Meet & negotiate terms of engagement with potential channel partners in lines with business potential · Onboard the channel partners · Constantly engage with & activate key area level channel partners while ensuring targeted ROEs for the channel partners · Implement engagement programs & sales training to develop channel partners · Monitor SLAs, sales efficiencies and ROI of channelsBusiness growth through CustomerAcquisition- Ensure customers areacquired by selling STUL towardsmeeting topline targets· Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives · Cascade goals to Sales Managers; Set weekly targets with Sales Managers · Conduct weekly review of Sales Managers · Meet customers along with channel partners · 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 internal stakeholders to process the applications · Negotiate commercial terms · Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement · Ensure fulfillment by team of qualified leads provided by online aggregators, internal sourcesDisbursal & MIS - Drive timelydisbursement of loans to customerswith proper documentation toensure satisfied customers acrossArea · 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 the transaction of team with customer with appropriate documentation · Collate Area level Sales MIS & circulateMarket Intelligence-Gather marketintelligence towards evolvingcompetitive 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