The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes cross-selling of ABHFL and ABC products/ solutions as per branch level objectives.
KRA (Accountabilities) (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)
KRA1
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
o Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively
KRA2
Customer Acquisition/ Engagement
o Identify local business growth opportunities, and refine DSA engagements accordingly
o Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favourable closure and customer satisfaction
o Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals
o Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization
KRA3
Operational Effectiveness
o Track and ensure efficient DSA business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
o Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
o Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL
KRA4
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
o Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively
KRA5
Customer Acquisition/ Engagement
o Identify local business growth opportunities, and refine DSA engagements accordingly
o Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favourable closure and customer satisfaction
o Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals
o Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization
KRA6
Operational Effectiveness
o Track and ensure efficient DSA business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
o Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
o Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL
KRA7
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
o Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively
