Territory Sales Manager - Rural Mortgage

Job Description

Territory Manager, Mortgage Job Title Territory Manager, Mortgage Function / Department Rural/ Sales Department Head Rural Business Head Reporting Manager State Mortgage Manager Purpose of the Job: Ensure profitability of the Area, and increases the market share. Ensures growth in the overall contribution to business and manages all constituents of the functions in a seamless manner to build synergy in overall operations of the Area Describe the KPIs against each perspective PerspectiveKey Performance Indicators Business and Financial Management- Area Profitability - No.of branches individually profitable. - Area Portfolio Performance. - Productivity of Branches. - Growth in contribution on volume and revenue to the overall business - Growth in area covered. - Expansion in state.Customer Focus- Customer Care Programmes within the Area - Attending customer queries & resolution in TAT - New Customer acquisition and attrition.People / Team- Attrition Voluntary / Involuntary - No.of people groomed to the next level.Process / Quality Improvement- Audit Rating - FTR Score for the Area - No.of exceptions raised due to branch quality check. SCOPE & DISCRETION (Span of control) NA Total no. of employees supervised with details GradeO1 to 02M1 to M3SM1 to SM3Nos. NA NANA Total : Self-deliverables The most important tasks performed on an individual basis without involving subordinates are Sr. NoTask performed 1 Identifies / Plans / Develops business viable location for business. Undertakes market survey to test feasibility and establish. Plans and pilots activities for new products. Ensures dissemination of learning of new products to the last rung. Monitors and maintains the balance between Group Lending / Individual / Secured portfolio. Strategises for operational breakeven and cumulative breakeven of new and existing branches. Monitor profitability and performance of the Area using various productivity, efficiency and financial parameters. Undertakes measures to increase growth in volume and contribution of the Area to overall business of Rural. Plans activities to ensure growth of business and therefore market share. Tracks competition regularly and provides feedback on the initiatives on changes in programmes. Provides feedback on the existing policies with their pros and cons. Periodically audits employees who have been onboarded have undergone requisite training and are certified. Takes the lead to address any customer complaint and ensures resolution. Takes a periodic review on customer attrition and reasons for the same. Does a check on ODs in the cluster with reasons and intervenes as and when required. Identify and analyze risks (economic, social, political, etc) related to broader loan portfolio; ensure portfolio diversification and quality across activities and Area Takes a lead in delivering programmes as and when required. Takes the lead in grooming employees to the next level. Does a regular check on attrition and reasons responsible for them. Tracks all the high performers and provides the necessary inputs to ensure they grow further similarly tracks the underperformers and provides inputs to ensure they grow further. Coaches Cluster Manager / Sales Manager in analyzing reasons behind drop-out rates and identifying techniques to reduce drop-out problems. Is fair and objective while dealing with all employee related issues. Continuously upholds and communicates importance of Integrity and Discipline in the branch. Responsible for the upkeep of all matters related to the disciplinary grid irrespective of grade or role. Encourages and protects any employee voicing concerns on deviation from systems and process. Responsible for daily reporting of business and performance to the State Mortgage Manager / Territory Secured Manager. Periodically audits files during month end to ensure there are no exceptions raised and FTR score is as per norms. Build network within community. Ensures organizing of community care programmes. Relationship building with local association, trade association heads. Helps build brand through excellent personalized services and displaying top level business ethics and conduct. Periodically attends branch huddle meetings, centre meeting to check effectiveness. Ensures all policy changes are disseminated effectively to all concerned. Where ever necessary ensures refreshers take place. Ensure login to disbursal ratio is within the national similarly rejection ratio is within the national average. Periodically does physical customer checks to validate. Actively participates in employee engagement activities. Judges and makes independent decisions inferred through quantitative and qualitative data (including informal feedback from stakeholders and non-business context: socio-political-religious environmental factors) Ensure technology is put to maximum use. ¢ Plans and provides direction on various products and functioning to the cluster. ¢ Monitors plan to result every month. ¢ Anticipates and uses data to ensure resolutions / escalate problems where ever. ¢ Co-ordinates with various support functions to ensure smooth working relationship. ¢ Upholds the values and principles of the company. ¢ Develops, Assimilate & Disseminate tools for smooth & effective functioning of the state. ¢ Analyze and document business processes and problems. Develop business solutions to enhance efficiencies. ¢ Responsible for daily reporting of business and performance to the State Mortgage Manager / Territory Secured Manager / Regional Business Head ¢ Active involvement in disseminating of Company Code, Values and policies generically impacting employees in general. ¢ Be thorough on all incentive policies and ensure dissemination of the changes / revision besides refreshing the incentive policies to all employees. ¢ Tracks all employees earning incentives and keeps a check on the trend of those not earning as well. ¢ Analyse reasons for attrition, non-hiring and facilitating short term and long terms solutions. 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) ¢ Verbal and Non Verbal Communication. ¢ Analytical Skills. ¢ Leadership Skills. ¢ Read Reports. ¢ Multi Task. ¢ Interpersonal Skills and People Management ¢ Decision Making and Problem Solving. ¢ Customer Service ¢ Planning and Organising ¢ Change Orientation ¢ Team Work. ¢ Delegation ¢ Conflict Management ¢ Training Delivery ¢ Business Acumen ¢ Holistic Perspective ¢ Talent Identification. ¢ Networking ¢ Performance Management. ¢ Tolerance to Ambiguity ¢ Ability to create Impact, Influence and facilitate. Expertise required/ Domain Knowledge: Rural Market Knowledge, Network with the local community and Opinion Leaders. No. of years of relevant experience: Minimum 10 years experience in financial services in a supervisory role in rural industry. Experience in Mortgage is preferred Any specific specialization/education: Graduate