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Aditya Birla Insulators
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Area Sales Head - SME Tier 1

Area Sales Head - SME Tier 1

Aditya Birla Insulators

6 - 10 years

14 - 18 Lacs

Bengaluru

Posted:2 weeks ago| Platform:

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Skills Required

Customer acquisition Due diligence Penetration MIS Market intelligence Business strategy Distribution network Operations Recruitment Auditing

Work Mode

Work from Office

Job Type

Full Time

Job Description

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

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