Regional Sales Manager - CESB

• This job is responsible to define and deliver a strategy for Personal Loan segment at a Regional level in terms of defined target segments of corporate employees , strengthening existing relationships and setting up new channels for market penetration, and set business objectives for the pan India organization

• The strategy is to grow ABFL aggressively in the retail space, through scale-up of existing lines of business while realizing new business development opportunities
• There is also an increased focus on using digital ecosystems as a competitive advantage
• The business is characterized by high transaction volumes and smaller ticket sizes
• Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
• Cost of funding and competitiveness of loan rates are important drivers of profitability in this space

• To ensure a zonal strategy that is differentiated and innovative, considering regional factors and consumer preferences, and that can withstand competitive pressures, especially given ABFL s late entry into Unsecured lending
• To build the zonal business in line with the adopted strategy of phased organizational growth, i.e., starting with limited team strength/ depth and growing with expanding business operations and performance; To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs
• To originate and increase market share in new locations (specially with the expansion pan India) within the zone, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction; To drive dual focus on growing volume and ensuring sourcing quality, given unsecured nature of the business as well as the customer profile (individuals/ small businesses)

1. Work with NSM on designing zonal strategy considering regional factors, competitive forces and consumer preferences in a manner that supports achievement of national business goals
2. o Ensure cascade of zonal strategy and operational plans down the line for effective execution and alignment
3. o Scan the market and its competitive offerings on a periodic basis; report on and direct basis emerging trends and business opportunities for the unsecured segment

1. Identify business growth opportunities at a regional level, and new corporate acquisition strategies to achieve business objectives
2. Envisage business growth & cascade targets to implement sales strategies
3. Augment the business volumes of Unsecured lending, manage ABG ecosystem, channel databases and tap them through existing relationships
4. Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the zone
5. Drive dual focus on sales volume and value (higher yield and margins) through the team
6. o Devise and deploy schemes at strategically timed intervals to bolster sales volumes/ value in sync with market developments and dynamics
7. o Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc., communicate to NSM as well as down the line, and drive appropriate actions through the team

1. Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion
2. Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
3. o Monitor SLAs, sales efficiencies and RoI of channels
4. o Encourage the implementation of improved processes and best practices in order to enhance operational productivity and drive channel strength and customer satisfaction

1. Engage with various corporate, ABG ecosystem and develop/ drive a touch point management system for faster customer connectivity and loan processing-disbursement
2. o Effectively deploy schemes and prioritize sales of high revenue products and structures
3. o Conduct engagement programs and sales trainings to develop teams and channel partners

1. Support the risk and review process by reviewing the loan sanctioning and
2. Disbursement process and documentation to ensure controlled operations
3. Drive compliant Sales Operations and sound risk management via partnership with Risk team
4. Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
5. Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
6. Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends

1. Guide and develop KAM and CRE to facilitate better channel management, customer acquisition and support, and help them to achieve superior performance standards
2. Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives
3. Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination

Relationships: