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Aditya Birla Insulators
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Regional Sales Head - SME - SEG

Regional Sales Head - SME - SEG

Aditya Birla Insulators

8 - 14 years

20 - 25 Lacs

ludhiana

Posted:3 weeks ago| Platform:

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Skills Required

direct sales customer acquisition loans regional head sales mis relationship building market intelligence zonal sales head customer service business strategy

Work Mode

Work from Office

Job Type

Full Time

Job Description

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 we'll as the front line sales team to ensure they are motivated, perform to deliver sales targets for the geography.

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

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 we'll 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

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Regional Sales Head - SME - SEG