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Regional Sales Head - SME - SEG

8 - 14 years

0 Lacs

punjab

Posted:3 weeks ago| Platform: GlassDoor logo

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Skills Required

reports writing portfolio strategy drive lending technology pricing network engagement management service documentation coordination collaboration efficiency audits recruiting training retention report support risk sourcing negotiation

Work Mode

On-site

Job Type

Part Time

Job Description

Aditya Birla Capital Limited

Regional Sales Head - SME - SEG

Location: Feroze G Mkt Ludhiana, Punjab


Job Purpose

Job Purpose Description
Business

Financial Service

Unit

ABFL

Location

Punjab

Poornata Position Number of the job

Reports to: Poornata Position Number

Poornata Position Title of the job (30 characters max)

Regional Sales Head

Reports to: Poornata Position Title

Zonal Sales Head, SEG

Function

Sales

Reports to: Function

Sales

Department

EB _Small Enterprises Group

Reports to: Department

EB_Small Enterprises Group

Designation of the Employee

Regional Sales Head

Designation of the Manager

Zonal Sales Head, SEG

Date of writing/updation of JD

1-Feb-22

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines)

Regional Sales Head leads the SEG business vertical in the Region to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she must develop and manage the area sales as well as the front line sales team to ensure they are motivated, perform to deliver sales targets for the geography.

2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

Business Workforce Number (Max 254 Characters)

Unit Workforce Number (Max 254 Characters)

Function Workforce Number (Max 254 Characters)

Department Workforce Number (Max 254 Characters)

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

The regional sales head of the SEG Business leads execution of innovative/ differentiated and innovative strategy for the region/ geography to stay ahead of competition – banks and other NBFCs.
Key challenges for the SEG Business RSH
Scale & distribution: the business is all about retail and distribution. Drive the secured lending segment with an avg 1cr ticket size
TAT: is an important criterion for this business – drive a parametrized lending approval process to cut the lead time for approval until disbursal;
Technology: increasing adoption of technology by competition bringing down TAT and cost per customer
Pricing: lending rates continue to drop – stiff competition from banks and NBFCs

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas

Supporting Actions

Channel Management- Effectively optimise different types of channel network in Region to ensure meeting of topline & bottom line targets
Channel types
Direct Sales Agents
Mediators(CAs)


    Identifies potential channel partners in region

    Submit evaluations of potential channel partners in region to Zonal Head for approval

    Negotiates terms of engagement with potential channel partners in lines with business potential

    Engages with & activates key regional 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


    Sets weekly targets with Area Heads

    Conducts weekly review of Area Heads

    Meets key customers as well as channel partners

    Ensures alignment of cases put up by the channel partners daily within the internal policies /guidelines

    Negotiates commercial terms

    Ensures appropriate Funnel management in the Region to ensure adequate conversion from login and disbursement

    Ensures fulfillment by team of qualified leads provided by connectors, internal sources

    Implements sales programs, drives program KPIs/ behaviours


Disbursal; Customer Service - Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Region


    Ensures smooth coordination of team with internal stakeholders to process the applications

    Ensures smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal

    Takes actions to mitigate possible risks


Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes


    Ensures systematic gathering of market intelligence

    Ensures geographical/Market expansion in the Region


Portfolio quality; Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Region


    Reviews overdue account daily

    Ensures collaboration with Collection teams for timely collections

    Leverages opportunities for cross selling within the group


Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Region


    Collates market level Sales MIS & circulate

    Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements

    Ensure sharing of best practices among the Area Sales heads


People Management – Develop a productive team by recruiting, training, motivating and retaining team members


    Recruit on a timely basis

    Implement training plans & mentor team members

    Complete regular performance reviews and feedback

    Motivate and ensure retention of team


5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Regional Sales Head leads the front-line sales team of the SEG business. He/she has to develop and manage the regional team to ensure they are motivated, perform to deliver targets and maintain overall productivity of the team.

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type
Frequency
Nature

Internal

Zonal Sales Head
Team
ABG companies
Support functions like HR, Fin, Risk, Collections Legal

Daily
Daily
Need basis
Need basis

Update, Review discussions
Lead, Guide, Monitor
For cross selling
To avail a service Coordinate

External

Channel Partners
Customers
Dealers & vendors of ABG

Daily
Daily
Daily

Sourcing business, Review
Negotiation, Relationship building
Cross selling, lead generation

Minimum Experience Level

8 - 14 years

Job Qualifications

Graduate,MBA,PGDBM

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Aditya Birla Capital

Financial Services

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