Sales Manager - Business Loans

Job Purpose

Sales Manager is the front end sales position of the Bank having primary objective to acquire & grow business in Salaried loan segment. SM has to meet the Business target and Productivity benchmark by generating maximum potential business in assigned area / location in Prime Market through Branches, Open Market & DSA Business. Allocation of Channels varies from time to time depending upon business exigency.

Job Responsibilities(JR) : 6 8 Areas 

Actionable (4-6)

To Meet benchmark Targets and SM Productivity Norms by Generating business through Branches , Open Market & Channels.

• To achieve assigned targets, break it up for DSAs, Branches & HBL in both Value & Units basis the potential. Considering numbers to be disbursed based on approval ratios, plan on logins.
• To help them in identifying avenues of sourcing business under various product programs & segments. To ensure that proper segment, sourcing channel & product mix is maintained i.e. among Branches, DSAs & Self Sourcing with adequate sourcing from businessmen & self-employed professionals. Also sourcing to be done in a balanced manner under various product programs.
• Monitor & review business progress of channels, FOS & Branches on regular basis and highlighting area of concern to branches / concerned persons.
• Timely and proper reporting to be done regularly to supervisors on daily affairs. Also provide information on internal & external development which is in the benefit of business.

Benchmark productivity of FOS and Channels.

• Sales manager has to ensure that benchmarks of FOS & channels are met.
• To ensure that proper training on product, process & other quantitative / qualitative parameters are given to them. Any changes in all these to be downloaded immediately and refresher training to be done periodically.
• For new FOS/channels, initial hand holding to be done by SM, so as to make them productive in short time. 

Visibility, Awareness & Promotion of the Product ensuring more lead generation and business.

• To create awareness about our products by way of training channels & FOS, timely updates on changes therein. Also create awareness by doing activities in the catchment areas.  
• To create visibility by making available and display of promo material, leaflets, brochures, canopy, posters, banners etc. Placing them at branches, ATM, distribution in the market places, newspaper inserts etc.
• These activities are to be done with an aim to generate more leads and business. 

Follow processes, Branch/Channel/Customer visits, lead management, updates and improve upon efficiency

• To ensure timely updation of leads in CRM as per defined TAT.
• Branch visits & updating Cogent to ensure enough presence at branches, planning of actionable and execution thereof. Visits have to be planned and entered in the Cogent with actionable. Work on agreed actions by deadlines and then update SM planner post action taken. 
• To have a connect with Customer and seeking their constant feedback thereby improving on policies & processes, Customer Interaction Report to be updated on CRM for every customer being visited / met.
• To ensure visiting DSAs and verifying that TRAI guidelines are adhered to for calling, review of files for login, audit of processes.
• Cross selling & KOs

To ensure increasing the wallet share from the Customer thereby selling all the products of the Bank as per assigned targets ie CASA, FD, Credit Cards, Insurance & Other Assets.

• Hiring of FOS & Channels
• To ensure hiring, training & nurturing the business sourcing channels like DSAs / FOS.