ABHFL - Senior Area Sales Manager - Prime - Delhi

Job description

- Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) **Key Result Areas** Supporting Actions Branch Sales Planning & Management - Work with RSMABHFL on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s) - Track industry and market developments, scanning the local market and competitive offerings on a periodic basis - Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc. - Report on and direct team’s basis emerging trends and opportunities - Manage day-to-day branch operations and administration - Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to RSM- ABHFL as well as to team members Customer Acquisition/ Engagement - Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size - Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction - Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts - Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure - Deploy efforts/ initiatives in consultation with RSMABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas - Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization - Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships Operational Effectiveness - To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections) - Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations - Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations - Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required - Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact Cross-Selling across ABC products - Drive activities and initiatives in the team as per cross-selling strategy agreed with RSM ABHFL - Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required Team and Internal Stakeholder Management - Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required - Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives - Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives Portfolio & Risk Management - Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms - Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations - Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports - Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance; drive timely PDD closures and collections - 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 - Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses - Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality