Regional Sales Manager - ABCD - Jaipur - Rajasthan

Job Description

KRA (Accountabilities) (Max 1325 Characters)

Assisting Actions (Max 1325 Characters)

KRA1

Regional Sales Strategy

- Work with ZSM-ABHFL on devising the regional business strategy and operations plan, considering product-environmental factors, competitive forces and sector-specific trends

- Make sure cascade of strategy and plans to the group down the line for effective execution and alignment

- Make sure branch planning and operations (resourcing, productivity, compliance, etc.) in line with regional strategy

- Deliver inputs for effective sales incentive/ payout scheme design, considering state level factors, business practices/ norms, etc.

KRA2

- Track industry and market developments, scanning the market and its competitive offerings on a periodic basis; report on and direct group's basis emerging trends and business opportunities

- Work with Construction Finance Group on building business volumes for the same, till the time a dedicated group is instated

KRA3

Business Growth & Client Acquisition/ Engagement

- Identify business growth opportunities at a regional level, drive expansion and new client acquisition strategies (identifying potential prospect hubs, advising on channel mix, etc.) to create a book of targeted size

- Plan and drive efforts towards reaching stated business targets, intervening as required on critical/ complex transactions

- Communicate regional objectives and allocate targets to group members appropriately

- Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure

KRA4

- Deploy efforts/ initiatives in consultation with ZSMABHFL, arising from client satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas

- Design and deploy relevant solutions and schemes to drive sales and enhance profitability, making sure dual focus on sales expansion (product mix, channel expansion, etc.) as well as cost optimization (product optimization, channel optimization, budget adherence, group productivity, etc.)

- Proactively oversee key account relationships in the region, across clients, distributors and major distributors

- Evaluate and review periodic regional MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ZSM - ABHFL as well as down the line

KRA5

Operational Effectiveness

- Drive adoption of efficient business processes/ operations across the Client Lifecycle (Sourcing, Approval, Servicing, Collections)

- Oversee distribution in the region across developers, DSAs, Arrangers, IPCs, Connectors and through direct teams, corporate channels

- Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations

- Drive a high-performance culture by reinforcing focus on sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and delivering back up and guidance as required

- Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA6

Cross-Selling across ABFSG products

- Drive activities and initiatives in the group as per Cross-Selling strategy agreed with ZSM- ABHFL

- Drive alignment to the adopted Cross-Selling strategy by assisting teams down the line with requisite communications, training, guidance, etc. as required

KRA7

Group and Internal Stakeholder Management

- Guide and establish group members to facilitate better client engagement, client acquisition, and more efficient business operations, helping them reach superior performance standards via regular reviews, joint visits, etc.

- Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives

- Proactively build and sustain relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives

- Conduct/ make sure relevant engagement and training programs to establish teams and make sure motivation and retention of key talent

KRA8

Portfolio & Risk Management

- Work with the Risk, Operations and Sales Governance teams' counterparts to make sure mutual alignment on and adherence to risk management and control mechanisms

- Back up risk and review process in the region through robust appraisals as part of the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to make sure controlled operations

- Review financial risk via evaluation of regional operations MIS and Data Analytics reports

- Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and proactive communication and guidance; drive timely PDD closures and collections

- As part of Relationship Maintenance with institutional clients, review reports on client accounts, business performance, etc. and liaise with Risk while guiding group on delinquency cases

- Train and guide the group for alignment with adopted early alert strategies to reduce NPA risks and losses

- Review and report systematic MIS on NPAs and credit trends, and proactively identify risks to sustain portfolio quality and liaise with clients, risk group and other internal stakeholders as required

This opening is for the Regional Sales Manager - ABCD - Jaipur - Rajasthan position in Shakun Emporia.