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
