Regional Sales Head - SME - Tier 1 - Open Channel - Delhi
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Regional Sales Head - SME - Tier 1 - Open Channel - Delhi

Aditya Birla Group -
Delhi

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Job details

1 hour ago

Qualifications

Acquisition strategy

Full job description

Designation:

Location: India Delhi Delhi - CP2

Organization: Financial Services

Job Description:

Key Result Areas

Supporting Actions

Deliver strong sales growth in the region and expand the customer base

Identify business growth opportunities across the region, build direct/ Retail DSA channel/ new client acquisition strategies and tap growth opportunities to achieve Region targets

Augment the business volumes of SME lending in the region, manage client databases and tap them through Area Sales Heads and dedicated relationship managers

Drive relationships with key clients, collaborate with internal stake holders for faster TAT and cross selling initiatives in order to increase the client base of the Region

Monitor lead generation & Cluster/Area Sales Heads/RM sales productivity metrics to drive a high-performance sales culture across the zone

Timely hiring of people in the region and coordinate closely with HR team.

Analyze product positioning and competition across the region and develop the distribution network

Scan the regional market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the SME segment to the head office

Engage with channel partners and develop a touch point management system for faster customer connectivity

Conduct engagement programs like running contests for internal employees and external stake holder/ Retail DSAs and sales trainings to develop channel partners

Monitor SLAs, sales efficiencies and RoI of channels and ensure timely channel payouts

Effectively deploy schemes and prioritize sales of high revenue products and structures

Drive high levels of customer satisfaction across the region through Cluster Sales Heads/Area Sales Head & Relationship managers

Monitor client servicing metrics, develop relationship marketing programs and motivate Cluster/Area Sales Heads, RMs and Retail DSA channel partners to display highest levels of client servicing standards

Encourage the implementation of improved processes and best practices in order to enhance operational productivity

To ensure high mission happiness score for the region

Engage with key customers on a periodic to build stronger relationships, thereby contributing to faster growth

Monitor customer issues and complaints and drive necessary action to address the same

Analyze and communicate information for better risk management and operational effectiveness to the management team

Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the region

Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals

Prepare periodic MIS reports for profits, NPAs, new clients, new product launches, new branches, new channel development, etc. and communicate to Zonal Sales Head and senior management

Promote talent and develop human resources

Guide and develop Cluster/Area Sales Heads and RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards

Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives

Nominate deserving team members for awards and recognition

Devise and implement specific sales strategy for under performers at regular intervals.

Job Purpose of Direct Reports:

Cluster Sales Heads - To set business objectives for Cluster in line with the SME business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for Cluster wise achievement of business objectives and to execute the SME business’ distribution strategy by managing Retail DSA Channel partners. To ensure the end-to-end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions

Area Sales Heads - To set business objectives for area in line with the Retail LAP Tier 1 business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for Area wise achievement of business objectives and to execute the SME business’ distribution strategy by managing Retail DSA Channel partners. To ensure the end-to-end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions

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