Area Sales Head - SME - SEG - Karnal

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

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