Cluster Manager-Vehicle Finance

• POSITION DESCRIPTION
  
  

JOB TITLE : Cluster Manager

GRADE : SM

DEPARTMENT : Vehicle Finance

LOCATION : BRANCH

SUB-DEPARTMENT : TYPE OF POSITION : Full-time

REPORTS TO : Regional Sales Manager

REPORTING INTO

RO or BC

• ROLE PURPOSE & OBJECTIVE
• Vehicle Finance Loan is a growing business for Ujjivan SFB. The Cluster Manager - Vehicle Finance Loan is an important position that will drive this business in the respective cluster. The position is responsible for overall growth and success of the business in the cluster.
• Build efficient team of Relationship officers/Business Correspondents in the clusters assigned
• Oversees the performance of the VF portfolio of his/her cluster and branch in terms of growth (amount and client base) and drive productivity of Relationship officers by guiding them and carrying out constructive reviews of their performance
• Overall responsible for the control and recovery of loans in his/her cluster through risk assessment and recovery strategies.
• In coordination with the Credit & Product teams, identifies suitable branches and locations for VF business loan and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of VF business.
• Work closely with Product and Marketing team to drive suitable branding and marketing activities in his/her respective cluster.
• SIZE OF THE ROLE
  
  

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Cost of hiring and placing new Relationship Officers at branches & dealerships
• Operational Cost of managing the Conveyance and Claims of Relationship Officers
• Cost of procurement of marketing collaterals, sales aids for brand building
• Expected to manage a portfolio of Rs.15 Cr. progressively
• Managing one or more products across the branches of operations
• Managing a team size of 10-15 employees progressively
• Managing assets like marketing collaterals, Stationery and Systems
• Managing hiring and placement of Relationship Officers at required branches & dealerships
• KEY DUTIES & RESPONSIBILITIES OF THE ROLE
  
  

Business/ Financials

• Drive daily/ Weekly /Monthly accomplishment of targets according to the annual/monthly targets established for the area and branches under his/her responsibility by providing guidance and solutions to his/her team as required
• Drive additional business from referral channel, phone banking & pre-approved leads
• Manage dealer relationship by close interaction with dealerships through regular visits
• Efficient staffing by timely recruitment & training of ROs
• Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.
• Approve deviations and exceptions according to policy in place.
  
  

Customer (Both Internal & External)

• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure customer conversion by offering different products as per customer requirement.
• Focus on lower TAT as per laid down standards.
  
  

Internal Process

• Ensure compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.
• Drive collection of initial EMIs [for 4MOB cases] through the ROs to ensure better portfolio health
• Ensure recovery & updation of RC & PDDs withing the allowed time period through ROs
• Ensure, supervise the correct implementation of the credit procedures including all the respective tools
  
  

Innovation & Learning

• Ensure that all members of his team are up to date on all relevant circulars and all products/services offered in the Branch
• Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement
• Ensure adherence to training man-days/ mandatory training programs for self and reportees
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees
• Monitor performance of ROs against defined goals/metrics and take corrective action wherever required
• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
  
  

Educational

Qualifications

• Graduate in Commerce or relevant subjects
• An MBA or equivalent is an added advantage
  
  

Experience(Years and Core Experience Type)

• Minimum 5 years in sales and documentation of loans of which at least 2-3 years in VF Loans, in an NBFC/ Bank/HFC. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales
  
  

Certifications

• Relevant certifications shall be an added advantage
  
  

Functional Skills

• Ability to create teams and drive sales performance. Will be required to take complete ownership of VF business at Cluster level.
• Ability to engage with customers & dealers, Plan & execute Marketing and Sales promotion
• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.
• Adequate Computer knowledge
  
  

Behavioral Skills

• Sound understanding of loan products
• Should possess Training Skills
• Willingness to travel & relocation as per business requirements and career opportunities
• Managing customer & dealer relations
• Performance oriented
  
  

Competencies

• Adequate Computer Knowledge
• Competent to handle MIS systems and Lending Software
• KEY INTERACTIONS
  
  

INTERNAL

EXTERNAL

• Product and Marketing Team
• Regional Operations, Credit
• Audit, Vigilance and FCU team
• Area Manager & RSM
• Legal Vendors
• External marketing agencies
• Competitor Counterparts
  
  

Prepared By

DATE :

REVIEWED BY: Vehicle Finance Team

DATE: 02-02-2024

LAST UPDATED BY: TM Team

DATE: 03-02-2024
Skills Required
recovery strategies , Marketing, Computer Knowledge, Risk Assessment, MIS SYSTEMS, Sales