The purpose of this job is to plan regional sales and business growth with the Zonal Head (Sales) and meet stated targets considering local variances and competitive dynamics. This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health. It supports business profitability by identifying and addressing underperformance, adopting/ proposing process improvements, capitalizing on channel optimization opportunities, etc. It serves as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks at the regional level. It also drives cross-selling across ABHFL and ABFSG products/ solutions in the region as per agreed zonal plans and unique client requirements.
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1
Regional Sales Strategy
o Work with ZH (Sales) - ABHFL on devising the regional business strategy and operations plan, considering product-environmental factors, competitive forces and sector-specific trends
o Ensure cascade of strategy and plans to the team down the line for effective execution and alignment
o Ensure branch planning and operations (resourcing, productivity, compliance, etc.) in line with regional strategy
o Provide inputs for effective sales incentive/ payout scheme design, considering state level factors, business practices/ norms, etc.
o Track industry and market developments, scanning the market and its competitive offerings on a periodic basis; report on and direct teams basis emerging trends and business opportunities
o Work with Construction Finance Team on building business volumes for the same, till the time a dedicated team is instated
KRA2
Business Growth & Customer Acquisition/ Engagement
o Identify business growth opportunities at a regional level, drive expansion and new customer acquisition strategies (identifying potential prospect hubs, advising on channel mix, etc.) to create a book of targeted size
o Plan and drive efforts towards achieving stated business targets, intervening as required on critical/ complex transactions
o Communicate regional objectives and allocate targets to team members appropriately
o Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
KRA3
o Deploy efforts/ initiatives in consultation with ZH (Sales) – ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
o Design and deploy relevant solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion (product mix, channel expansion, etc.) as well as cost optimization (product optimization, channel optimization, budget adherence, team productivity, etc.)
o Proactively manage key account relationships in the region, across customers, distributors and major distributors
o Analyze and review periodic regional MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ZH (Sales) - ABHFL as well as down the line
KRA4
Operational Effectiveness
o Drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
o Manage distribution in the region across developers, DSAs, Arrangers, IPCs, Connectors and through direct teams, corporate channels
o Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations
o Drive a high-performance culture by reinforcing focus on sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
o Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact
KRA5
Cross-Selling across ABFSG products
o Drive activities and initiatives in the team as per Cross-Selling strategy agreed with ZH (Sales) - ABHFL
o Drive alignment to the adopted Cross-Selling strategy by supporting teams down the line with requisite communications, training, guidance, etc. as required
KRA6
Team and Internal Stakeholder Management
o Guide and develop team members to facilitate better client engagement, customer acquisition, and more efficient business operations, helping them achieve superior performance standards via regular reviews, joint visits, etc.
o Nominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives
o Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives
o Conduct/ ensure relevant engagement and training programs to develop teams and ensure motivation and retention of key talent
KRA7
Portfolio & Risk Management
o Work with the Risk, Operations and Sales Governance teams’ counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms
o Support risk and review process in the region through robust appraisals as part of the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
o Review financial risk via analysis of regional operations MIS and Data Analytics reports
o Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and proactive communication and guidance; drive timely PDD closures and collections
o As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases
o Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
o Review and report systematic MIS on NPAs and credit trends, and proactively identify risks to maintain portfolio quality and liaise with customers, risk team and other internal stakeholders as required
