Area Sales Head - SEG - Delhi - Delhi | Aditya Birla Capital Limited | Financial Services

KRA1

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets
Channel types
Direct Sales Agents
Mediators(CAs)
Internal sources that provide qualified leads like marketing department

Guide Relationship Managers in creating the database of potential channel partners in Area
Evaluate potential channel partners in Area
Meet & negotiate terms of engagement with potential in line with business potential
Onboard the channel partners
Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners

KRA2

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets

Set weekly targets with Relationship Managers
Conduct weekly review and daily activity tracking of Relationship Managers
Meet key customers along with channel partners & Relationship managers
Ensure smooth coordination of team with internal stakeholders to process the applications
Negotiate commercial terms
Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
Expedite loan approval decisions by providing risk mitigation solutions
Ensure fulfillment by team of qualified leads provided by mediators, internal sources
Ensure team is giving the right picture to customers & no overcommitment is being made
Reiterate repeatedly to Relationship managers the business/product USP

KRA3

Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area

Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
Ensure completion of customer transaction by team with appropriate documentation
Monitor hygiene post disbursal and provide solutions to any issues like statutory issue

KRA4

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

Gather market intelligence personally and push team to do the same
Carry out competition benchmarking
Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc

KRA5

Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area

Review overdue account on a daily basis in the Area
Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees
Implement all cost management initiatives on a timely & accurate basis

KRA6

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area

KRA7

People Management – Develop a productive team by recruiting, training, motivating and retaining team members

Recruit on a timely basis
Implement training plans & ensure personal growth of team members
Complete regular performance reviews and feedback
• Motivate and ensure retention of team