Area Sales Head

• 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

• Direct Sales Agents
• Mediators(CAs)
• Internal sources that provide qualified leads like marketing department
• Guide Relationship Managers in creating the database of potential channel partners in Area
• Evaluate potential channel partners in Area
• Meet & negotiate terms of engagement with potential in line with business potential
• Onboard the channel partners
• 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