Sales Manager - Micro LAP

Job Description

Job Description Job Title Relationship / Sales / Channel Manager Micro LAP Function / Department Retail Department Head Business Head Reporting Manager Location Manager Purpose of the Job: Contribute to the growth of location business by sourcing new customers either through channels or by own sourcing, complemented by the quality of sourcing reflected in delinquency and run-offs. Part of the role also demands him to contribute to the revenue by doing LI. Describe the KPIs against each perspective PerspectiveKey Performance Indicators Business and Financial Management- Delivery in Volume - Percentage payout to channel - Insurance Achievement - DelinquencyCustomer Focus- Possession of database of salaried and self employed customers. - Portfolio Management People / Team- No.of DSA which are active vs inactive - No.of PPCs which are productive vs unproductive Process / Quality Improvement- Adherance to process and Quality manifested in a Login to Conversion ratio of 60% - No.of rejects due to non-adherence in providing documents while logging in. SCOPE & DISCRETION (Span of control) Total no. of employees supervised with details GradeO1 to 04M1 to M3SM1 to SM3Nos. NANANA Total : Sr. No.Direct Reportees (functional title/role title)Indicate brief job purpose 1NA 2NA Decision making authority Describe the authority permitted to take decisions, and those you are expected to recommend AreaDecisions takenDecisions recommended Resolution TAT Process Changes Communication Self deliverables The most important tasks performed on an individual basis without involving subordinates are Sr. NoTask performed 1Identification and development of Channels2Supervision of Channels through regular visits3Possess database of all the schools, colleges, industries and potential bases for salaried business.4Create Awareness in the market through direct or indirect marketing activities5Tracks competition in terms of rates, proposals and policy.6Gathering and building on references.7Is constantly monitoring the quality of the portfolio and performance.8Provide regular updates and training to DSAs and channels on products and policies9Provide solutions to issues faced and thoughts which can lead to more business generation10Ensure payouts to channels are on-time and audited11Ensures visits to DSAs are regularly undertaken and reviews done.12Has a productive pipeline.13Builds and maintains a steady relationship with customers.14Attract channels which do business for other competitors15Weeding out of unproductive channels. 16Ensure Login to conversion ratio is maintained at 60%17Ensuring 100% of the proposals are given LI18Have a concrete understanding of the Mortgage policy in terms of documents required, process to be followed.19Ensure all the cases are legally cleared before disbursing the case.20Ensure delinquency is within the norms and provide adequate support to the collection team as and when the need arises.21Identify and groom DSA / channels specializing in Salaried and Self Employed businesses.22Ensure delivery is spaced out through the month rather than accumulation towards month end.23Ensure all the documents are given at the time of login to help risk in taking a decision on the case24Pre-screening of documents before login.25Presenting cases for rate waivers and following on approvals26Ensure rejection percentage is below the threshold set.27Where required provide for re-look of rejected cases28Liaises with the risk team to do PD in every case 29Meets atleast 3 new customers everyday. Impact Describe the Impact the work can have on financials & highest geography eg. Branch, Region or highest Department e.g. within own department, across organization Value Influenced 1Revenue 2Expenses 3Size of Loan 4Credit Approval 5Customers 6Expense Authorization 7Any other Degree Influenced Geography : With the entire city Departments: Challenge Challenge on working relationships, both internal & external contacts Sr. NoMost frequent contactsNature or purpose 1Businesses/Business marketing 2Premises & Admin 3Creative Agencies 4Media Agencies 5Event Management Agencies 6Activation Agencies Peer Sr.NoPeer (functional title/role title)Indicate brief job purpose 1 2 3 Other factors relevant to the job Other aspects of the job not covered by the above but necessary to have a full understanding of it are: (add additional sheets if required) Sr. NoOther relevant factors (Required Skills) 1Achievement Orientation2Commitment3Conscientiousness4Legal Understanding5Product understanding6Ability to present a case basis the policy7DSA / Channel Management Expertise required/ Domain Knowledge: a) Having handled DSAs before b) Understanding of Mortgage business c) Knowledge of local market conditions d) Competitor knowledge e) Knowledge of channels servicing the different financial institutions. f) Fundamental legal documentation understanding. No. of years of relevant experience: 4yrs to 5yrs Any specific specialization/education: Graduate