National Sales Head

ROLE SPECIFICATION

Role Title

National Sales Head - Supply Chain Finance

Employee Interviewed

Reports To

Head – Secured & Unsecured Lending Business

Company

Muthoot Fincorp Limited

Function/Department

SULB/Supply Chain Finance (SCF)

Location

Chennai

Written By

   People & Culture Center of Excellence

Approved By (Functional)

Head – Secured and Unsecured Lending Business

ROLE SUMMARY (PURPOSE)

The national leadership and management of the sales function within the supply chain finance division of Secured and Unsecured Lending Business (SULB) is the responsibility of the National Sales Head - Supply Chain Finance. In this role, effective sales methods and customer relationship management are used to manage a team of sales experts and building revenue.   

ORGANIZATIONAL CHART

KEY RESPONSIBILITIES

Sales strategy and business development 

• Create and execute a nationwide sales strategy for the supply chain financing division. Setting sales goals, identifying target markets and consumer groups, and choosing the best sales strategies are covered in this role.
• Improve the company's customer base and market share, recognize new business prospects, and create strategic alliances with clients, suppliers, and fintech companies.
• The incumbent oversees the onboarding of new customers and collaborate closely with the team to establish and nurture enduring bonds with major accounts.

Strategic leadership

• To ensure the success of their sales team, the role oversee a group of sales experts and offer leadership, direction, and coaching. 
• Setting performance goals, regularly reviewing performance, and promoting a high-performance sales culture are all necessary to achieve this.
• Leadership skills should put on display, includes the capacity to inspire and encourage a sales team, promote teamwork, and produce results.

Operational Management

• Develop and maintain a solid rapport with distribution points, as well as their business needs in order to provide the end users with specialized supply chain financing solutions.
• Manage customer contract negotiations and agreements, making sure that all legal and regulatory requirements are met.
• The day-to-day sales activities, such as sales forecasting, pipeline management, and sales reporting, are managed by the national sales head of Supply Chain Finance. 
• In order to support the sales function and promote revenue growth, this role should make sure effective processes and systems are in place.

Performance, Analytics and intelligence

• Keep an eye on KPIs that measure how well sales are moving, including revenue goals, sales conversion rates, customer acquisition costs, and client retention rates. To meet their sales goals, they analyze data to find areas that could use improvement and then take the appropriate corrective action.
• To pinpoint trends, the state of the market's competition, and potential business prospects in the supply chain financing industry, the role should perform market research and analysis. This data aids in creating effective sales tactics and positioning the MFL's services

Stakeholder Management and Communication

• To achieve strategy alignment and efficient activity coordination, the role incumbent should work together with other departments including finance, operations, marketing, and products. He/She must actively take part in cross-functional projects and contribute to the organization's overall success.
• Create and preserve solid connections with important parties, such as clients, partners, business anchors and internal teams. 
• Attend trade shows, seminars, and networking functions to expand understanding of the sector and develop professional network.

KEY DECISIONS TAKEN 

• Analyse historical data, market trends, and sales pipeline information to make informed decision about resource allocation and revenue projections.
• The role incumbent should make decisions about sales training programs, sales methodology, and continuous learning initiative to improve the capabilities of the sales team.
• The role makes decisions based on performance insights to optimize sales processes and drive better results.

KEY INTERACTIONS

Internal Stakeholders

External Stakeholders

Product Team members

Anchors/Partners to drive new business.

Fintech aggregators

KEY ROLE DIMENSIONS

Geographical coverage – PAN India

Direct reportees – 5 to 10 Executives/Managers (State/Zonal level)

Total team size – Upto 25 team members

KEY SKILLS & BEHAVIOURAL ATTRIBUTES 

Key Skills- Solution Oriented, strategic thinking, analytical skills, strong communication and presentation Skills, team management and Leadership

Behavioral Attributes- Driven and in alignment with our Purpose "Transforming the life of the common man by improving their financial well-being" and anchored by our core value of integrity, collaboration, and excellence. 

EDUCATION / EXPERIENCE

Minimum Qualification: Any Graduation, MBA qualification would be an added qualification.

Nature of Experience: Overall 15+ experience, with minimum 5 Years of experience in Banking/Non-Banking Organization in driving supply chain finance business and managing sales team