ABCL-Area Sales Head-SEG-Jaipur

Job description

**Job Purpose** Area Sales Head is responsible to lead the SEG business for ABCL in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills. **Key Responsibilities** **Channel Management-** Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets Channel types - Direct Sales Agents - Mediators(CAs) - Internal sources that provide qualified leads like marketing department - Guide Relationship Managers in creating the database of potential channel partners in Area - Evaluate potential channel partners in Area - Meet & negotiate terms of engagement with potential in line with business potential - Onboard the channel partners - Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners **Customer Acquisition/Sourcing-** Ensure customers are acquired by selling SEG loans towards meeting topline targets - Set weekly targets with Relationship Managers - Conduct weekly review and daily activity tracking of Relationship Managers - Meet key customers along with channel partners & Relationship managers - Ensure smooth coordination of team with internal stakeholders to process the applications - Negotiate commercial terms - Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement - Expedite loan approval decisions by providing risk mitigation solutions - Ensure fulfilment by team of qualified leads provided by mediators, internal sources - Ensure team is giving the right picture to customers & no overcommitment is being made - Reiterate repeatedly to Relationship managers the business/product USP **Disbursal; Customer Service-** Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across the area. - Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines - Ensure smooth coordination of team with vendors for timely submission of relevant customer documents - Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal - Ensure completion of customer transaction by team with appropriate documentation - Monitor hygiene post disbursal and provide solutions to any issues like statutory issue **Market Intelligence-** Gather market intelligence towards evolving competitive business strategy, policies & processes - Gather market intelligence personally and push team to do the same - Carry out competition benchmarking - Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc. **Portfolio quality, Profitability-** Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area - Review overdue account on a daily basis in the Area - Ensure interventions by team to ensure collection for initial overdue accounts on timely basis - Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees - Implement all cost management initiatives on a timely & accurate basis **Organisation Process Efficiency-** Drive process improvements to ensure process efficiencies in the Area - Ensure the team has a clear understanding of the company policy in the market - Ensure process adherence by team for pre & post sourcing processes - Collate Area level Sales MIS & circulate - Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements - Mentor the team to display the right sales behaviors and follow right sales practices in the market **People Management –** Develop a productive team by recruiting, training, motivating and retaining team members - Recruit on a timely basis - Implement training plans & ensure personal growth of team members Complete regular performance reviews and feedback - Motivate and ensure retention of team