Area Sales Head

Aditya Birla Capital Limited

Area Sales Head - SME - SEG - Karnal

Location: Sector 12, Part-1, Karnal, Haryana

1) Job Purpose:

Area Sales Head is responsible to lead the SEG business for ABCL in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills.

Key Result Areas

Supporting Actions

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets

Channel types

1. Direct Sales Agents

2. Mediators(CAs)

3. Internal sources that provide qualified leads like marketing department

4. Guide Relationship Managers in creating the database of potential channel partners in Area

5. Evaluate potential channel partners in Area

6. Meet & negotiate terms of engagement with potential in line with business potential

7. Onboard the channel partners

8. Engage constantly with & activate key area 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

• Set weekly targets with Relationship Managers

• Conduct weekly review and daily activity tracking of Relationship Managers

• Meet key customers along with channel partners & Relationship managers

• 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

• Expedite loan approval decisions by providing risk mitigation solutions

Ensure fulfilment by team of qualified leads provided by mediators, internal sources

• Ensure team is giving the right picture to customers & no overcommitment is being made

• Reiterate repeatedly to Relationship managers the business/product USP

Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area

• 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 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 customer transaction by team with appropriate documentation

• Monitor hygiene post disbursal and provide solutions to any issues like statutory issue

Market Intelligence-Gather market intelligence towards evolving competitive 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 etc

Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area

• Review overdue account on a daily basis in the Area

• Ensure interventions by team to ensure collection for initial overdue accounts on timely basis

• Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees

• Implement all cost management initiatives on a timely & accurate basis

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area

• Ensure the team has a clear understanding of the company policy in the market

• Ensure process adherence by team for pre & post sourcing processes

• Collate Area level Sales MIS & circulate

• Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements

• Mentor the team to display the right sales behaviors and follow right sales practices in the market

People Management – Develop a productive team by recruiting, training, motivating and retaining team members

• Recruit on a timely basis

• Implement training plans & ensure personal growth of team members

Complete regular performance reviews and feedback

• Motivate and ensure retention of team

Minimum Experience Level

7 - 15 years

Job Qualifications

Graduate,Post Graduate