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ABFL-Area Sales Head-SME EM-Udaipur

0 - 8 years

0 Lacs

Rajasthan

Posted:2 days ago| Platform: Indeed logo

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Skills Required

finance strategy extract marketing engagement training metrics risk compliance efficiency audit escalation reporting retention sourcing recruitment development drive connect reports report networking network management analysis monitoring crm

Work Mode

On-site

Job Description

Aditya Birla Finance Limited

ABFL-Area Sales Head-SME EM-Udaipur

Location: Udaipur, Rajasthan


4) 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)- Maximum 10 KRAs can be updated

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

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

RM
To effectively contribute towards building the asset of the Mortgages Division by marketing/ selling targeted Home Loan products and solutions to potential and existing customers at targeted yields. Ensure client and channel acquisition through effective networking, organizing local area programs, direct builder network and cross selling through group systems (ABMM/ABG group companies).
SRM

    To effectively contribute towards building the Mortgages line of business and loan book by marketing/ selling all products (LAP/LRD/HL) and solutions to potential and existing customers at targeted yields and fee through a strong distribution network

    To strengthen the distribution network through the identification, empanelment and activation of able DSAs through knowledge sharing and capability building

    To ensure client and channel acquisition through effective networking, organizing local area programs, direct builder network, cross-selling through group (ABG group companies)

    To establish and nurture strong customer relationships through effective customer management and relationships building measures and techniques

    To leverage an understanding of local markets and preferences and facilitate structuring of loans in accordance

To ensure all necessary due diligence is conducted to prevent fraudulent loans and ensure all sales processes are carried out in keeping with internal and regulatory guidelines,

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type (Max 80 Characters)
Frequency
Nature (Max 1325 Characters)

Internal

RSM/ ARSM

Credit Risk team

Operations Team

Business Analyst- Mortgages

Daily

Daily

Daily

Daily

New client development, deal closures, market trend analysis, new market potential

Loan proposals, documentation
execution, loan sanctions

Timely disbursements,
monitoring for any deviations

Monitoring Targets/ Sales MIS

External

Group & Non-group clients

Key Channel Partners

Daily

Daily

Customer relationship
management (CRM), lead
generation

Lead generation, referrals, market & competitive intelligence

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

Minimum Experience Level

4 - 8 years

Job Qualifications

B.Com Honours,Graduate

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