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Aditya Birla Group logo

Area Sales Head - SME Tier 1 - Bengaluru

0 - 10 years

0 Lacs

Karnataka

Posted:1 month ago| Platform: Indeed logo

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Skills Required

strategy extract marketing engagement training metrics risk compliance efficiency audit escalation reporting retention sourcing recruitment development drive finance connect

Work Mode

On-site

Job Description

Aditya Birla Capital Limited

Area Sales Head - SME Tier 1 - Bengaluru

Location: Star Avenue, Bangalore, Karnataka


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

Minimum Experience Level

6 - 10 years

Job Qualifications

Under Graduate

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