Area Sales Head

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