Regional Sales Head-Branch Banking

I.ROLE PURPOSE & OBJECTIVE

• The Regional Sales Head is responsible for driving and overseeing all liabilities sales activities across the Region, ensuring achievement of business targets, expansion of customer base, deepening of existing relationships, and development of the business at regional level.
• This is a high-impact, performance-driven leadership role with a focus on building market share in liability products.
• This is a pure sales leadership role, sharply focused on acquisition, balance growth, cross-sell, and revenue maximization from liability products.
• The Regional Sales Head oversees and drives the performance of State Sales Heads, ensuring each state sales team meets and exceeds its liabilities targets.
• The Region Sales Head plays a pivotal role in driving new business acquisition, deposit mobilization, and cross-sell initiatives while ensuring alignment with the banks overall retail and branch banking strategy.
• This role is pivotal in ensuring the Region sales teams operate at peak productivity, leveraging both human and digital channels, and maintaining a competitive edge in the local market.
• The role demands strong leadership, sharp business acumen, and the ability to drive performance through teams.

II.SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

Entire NR portfolio pan India 2000 Crs

Customer size: 25000

TPP income: 12cr per year

Forex Fee income: 1cr per year

Other income such as MF etc: 2crs Lacs per year

• Interact & collaborate with various stakeholders of the Bank.
• Cross sell POS, QR, Payment Gateway, CMS, Net Banking, OD, Assets etc. which helps in value build up.
• Ensure product mix for sale of high value variants & quality of acquisition.
• Hiring of direct reportees as per assigned manpower budget.

III.KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials

• Define and execute a Region-level sales strategy aligned with the bank level business goals, focusing on liability growth and fee income.
• Set Region-wide sales targets across products and monitor sales productivity and pipeline health across all the states under his Region.
• Drive initiatives to improve productivity per salesperson, ensuring sales targets are met through both branch-generated and field-generated business.
• Champion cross-sell initiatives, ensuring deeper customer engagement and maximizing wallet share across the portfolio.
• Identify new business opportunities, including sourcing new-to-bank (NTB) HNI customers, deepening existing relationships, and driving wallet share growth.

Customer

• Ensure customer acquisition efforts prioritize quality over quantity, focusing on sourcing long-term, profitable relationships.
• Drive initiatives to increase customer retention and relationship deepening, ensuring high levels of customer satisfaction.
• Oversee initiatives to reduce customer attrition and dormant accounts through proactive engagement strategies.
• Coordinate with state sales heads to deliver superior customer service and promptly address sales-related service issues or escalations.
• Build and maintain strong relationships with key clients, influencers, and local business networks.

Internal Process

• Ensure branches and teams adhere to ethical sales practices, avoiding mis-selling and ensuring transparent customer communications.
• Conduct periodic Region-level sales reviews to identify gaps and implement corrective actions.
• Ensure full compliance with banking regulations, KYC/AML guidelines, operational risk frameworks, and audit requirements across all sales activities.

Learning & Innovation

• Identify training and upskilling needs in liabilities products, sales techniques, and customer engagement and work with HR and National leadership team to deliver targeted programs.
• Create a performance-driven culture by setting clear objectives, monitoring performance, and ensuring accountability at all levels.
• Develop strategies for underperforming states, ensuring course correction and business turnaround where needed.