Area Sales Manager

3) Job Context & Major Challenges

(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone

1. To originate and increase market share in assigned coverage area against stiff competition overcoming competitive pressures borne out of better established networks price undercutting etc.
2. To establish a strong local network and leverage the same to generate business leads and also identify opportunities for cross sell with existing customers
3. To proactively build new and nurture existing DSA relationships keeping in mind immediate and longer term business interests and considering the phased manner of team size expansion
4. To constantly upgrade financial & operational know how of self and team members on efficient loan processing effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement
5. To keep abreast with the latest market trends and local market preferences and needsoTo ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets
6. To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs
7. To ensure compliant sales operations despite sales pressures and market cycles

Enabling Skill Sets & QualificationsoCritical skill sets required to meet these challenges include execution excellence business & commercial acumen sound product understanding excellent communication and influencing skills.

1. Education & experience required to fulfil this profile are a postgraduate with minimum 8 - 10 yrs of total sales experience of which at least recent 4-5 yrs experience should be in unsecured lending.

4) Principal Accountabilities

Accountability

Supporting Actions

Sales Growth & Client Acquisition

1. Identify and execute sales growth opportunities at a local/ area level driving channel expansion and new account acquisition
2. Segment the market and identify potential direct clients approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
3. Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
4. o Augment the sales volumes of Unsecured lending manage channel databases and tap them tactically to ensure healthy sales pipeline
5. Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
6. o Track & report on sales operations and productivity metrics and work towards building a high-performance sales culture

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Actively participate in initiatives and contests driven by Business Development teams

Operational Effectiveness

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Work with dual focus on sales volume and value (IRR) through the team

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Track & ensure SLA adherence sales efficiencies and ROI

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Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

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Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements profits NPAs channel expansion new product launches new branches new channel development etc. and communicate to RSM as well as down the line

Distribution &

Market

Expansion

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Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures

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Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment

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Engage with DSA channel network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution

Customer Servicing &

Relationship

Management

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Coordinate with risk and operations teams to execute robust customer friendly loan approval and booking processes Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations

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Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same

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Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

Risk

Management

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Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team

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Ensure closure of deal documentation and credit administration requirements including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements

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Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance

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Proactively identify and report risks in order to ensure portfolio quality is maintained

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Liaise with the channel partners customers and the risk team on specific escalation cases

Internal Stakeholder

Management

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Partner with peer ASMs and reporting SMs (if any) to overcome challenges and support sales growth via effective channel management customer acquisition

Proactively build and maintain relationships with key internal stakeholders (E.g. Operations Risk Management) for smooth and efficient transactions and issue resolution

Sales Managers Unsecured Business
Responsible for building the book size for own area of coverage and developing the Unsecured segment with a robust balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement market share enhancement and achievement of business objectives; to work closely with Area Sales Manager and Zonal Head and operationalize end to end Unsecured lending transactions with superior product delivery while ensuring credit quality of new acquisitions