Area Sales Head- Kanpur

Job Description

4) Core result areas: Write the key results expected from the job and the assisting actions for each of these core result areas (For a majority of jobs typically there could be 4- 7 core result areas)-

Maximum 10 KRAs can be updated

Core result areas (

Max 1325 Characters)

Assisting Actions (Max 1325 Characters)

Deliver Sales growth at the location and expand the client base

Identify business growth opportunities across the location, build direct/Retail DSAs channel/ new client acquisition strategies and tap growth opportunities to reach area targets

Augment the business volumes of mortgage lending in the location, oversee client databases and tap them through Relationship Managers.

Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Area.

Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the areas.

Evaluate product positioning and competition across the locations and establish the distribution network

Scan the location market and its competitive offerings on a periodic basis, report on emerging trends and business opportunities for the mortgage segment to the head office

Engage with retail DSA channel partners and establish a touch point management system for faster client connectivity

Conduct engagement programs and sales trainings to establish channel partners

Monitor SLAs, sales efficiencies and RoIe of channels

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

Drive high levels of client satisfaction across the location through relationship managers

Monitor client servicing metrics, establish relationship marketing programs and motivate RMs and 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

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

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

Evaluate and communicate information for better risk management and operational effectiveness to the management group

Back up the risk and review process by supervising the preparation of loan proposals and documentations to make sure controlled operations for the locations

Liaise with the clients and the Risk group to deliver regular information required for monitoring the creditworthiness of the proposals

Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to Cluster Area Heads.

Group Management & Development

Guide and establish RMs to facilitate better client acquisition, retention and back up, and helping them to reach superior performance standards

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

5) Position purpose of Direct Reports: Describe the position purpose of the direct report/s to the job (in 2-3 lines for each report)

Relationship Manager –

The purpose of this job is:

To effectively contribute towards building the Mortgages line of business and loan book by marketing/ selling all products and solutions to potential and existing clients at targeted yields and fee through a strong distribution network

To strengthen the distribution network through the identification, empanelment, and activation of able Retail DSAs through knowledge sharing and capability building. These channels will be sourced through open markets and would exclude the Corporate/National Distributors.

To make sure client and channel acquisition through effective networking, organizing local area programs, direct builder network, cross-selling through group (ABG group companies)

To establish and nurture strong client relationships through effective client management and relationships building measures and techniques

To leverage an understanding of local markets and preferences and facilitate structuring of loans in accordance

To make sure all necessary due diligence is conducted to prevent fraudulent loans and make sure all sales processes are carried out in keeping with internal and regulatory guidelines

This opening is for the Area Sales Head- Kanpur position in Kanpur - The Mall.