Aditya Birla Group logo

Area Sales Head - SME - SEG - Karnal

0 - 15 years

0 Lacs

haryana

Posted:3 weeks ago| Platform: Indeed logo

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Skills Required

portfolio network marketing database engagement tracking coordination management risk drive documentation service strategy pricing collaboration processing efficiency sourcing audits governance recruiting training retention

Work Mode

On-site

Job Description

Aditya Birla Capital Limited

Area Sales Head - SME - SEG - Karnal

Location: Sector 12, Part-1, Karnal, Haryana


1) 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
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


Minimum Experience Level

7 - 15 years

Job Qualifications

Graduate,Post Graduate

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