Area Sales Manager - Retail

• The purpose of this job is to plan area (city/ branch) sales and business growth with the Regional Head (Sales) and achieve set targets through the team while complying with sales processes and guidelines at all times
• It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Goverce teams to ensure portfolio health
• It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases
• It also drives cross-selling across ABHFL and ABFSG products/ solutions as per regional plans and unique client requirements

Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)

KRA1 Branch Sales Planning & Management oWork with RH (Sales) - ABHFL on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
oTrack industry and market developments, scanning the local market and competitive offerings on a periodic basis oOversee end to end branch operations

KRA2 performance, covering all aspects such as sourcing, effectiveness, goverce, productivity, channel management, etc
oReport on and direct teams basis emerging trends and opportunities oManage day-to-day branch operations and administration Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc and communicate to RH (Sales) - ABHFL as we'll as to team members

KRA3 Customer Acquisition/ Engagement oIdentify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
oWork closely with team members, hand-holding critical/ complex transactions to ensure favourable closure with customer satisfaction oCommunicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts oTrack cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure

KRA4 oDeploy efforts/ initiatives in consultation with RH (Sales) ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
oPropose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships

KRA5 Operational Effectiveness

oTo drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
oManage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations oDrive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce) and efficient operations oDrive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA6 Team and Internal Stakeholder Management oGuide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and hand-holding where required
oNominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives