Area Sales Head- SME Prime LAP

Key Result Areas  (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

Branch Sales 

& Market 

Penetration

Management

1. 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.
2. Sets business targets for self and RMs/ SRMs in the team and works towards achievement of the same
3. Identifies business growth opportunities in the region in terms of channel partners and key customer segments and directs RMs/ SRMs towards tapping these opportunities
4. Engages with Channel partners, DSAs and other distributors to understand the proposals submitted and extract critical supporting documentation.
5. Increases branch revenues through strong focus on cross-selling initiatives & innovative product mixes.
6. Enables and drives contests/marketing campaigns to spread brand and product awareness and expand business volumes for the branch
7. 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

1. Monitors local market trends and competitive offerings & identifies opportunities for distribution expansion for the branch 
2. Engages regularly with key channel partners & develops consistent touch points with them to enable quicker and better customer connectivity 
3. 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 
4. Monitors SLAs & sales efficiencies of channels & ROI of channels
5. 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

1. Drives faster TATs on deal closures, tighter due diligence & compliant operations to improve branch operations metrics
2. Shares policy inputs and updates based on market intelligence of the region/ market dynamics with relevant internal stakeholders
3. Recommends process changes/improvements to enhance operational efficiencies and strengthen process controls
4. Supports branch audit activities and addresses observations , if any, with appropriate levels of urgency
5. 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

1. Evaluates Branch manpower plans & ensure effective retention through developing performance linked incentive structures  
2. Oversees sourcing, recruitment,  on-boarding and capability development of team members to drive productivity
3. Guides RMs/ SRMs for better customer acquisition, retention & helps them achieve superior outcomes by setting performance standards
4. 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
5. Ensures optimal work allocation within the branch team and drives accountability for results

   Role & responsibilities

Preferred candidate profile