Area Sales Head - Sales & Client Relationship Management

Deliver Sales growth at the location and expand the customer base

• Identify business growth opportunities across the location, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve Cluster targets 

• Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers.

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

• Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster. 

Analyze product positioning and competition across the locations and develop 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 develop a touch point management system for faster customer connectivity          

• Conduct engagement programs and sales trainings to develop 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 customer satisfaction across the location through relationship managers

• Monitor client servicing metrics, develop relationship marketing programs and motivate ASHs/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 customers on a periodic to build stronger relationships, thereby contributing to faster growth

• Monitor customer issues and complaints and drive necessary action to address the same

Analyze and communicate information for better risk management and operational effectiveness to the management team

• Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations

• Liaise with the customers and the Risk team to provide 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 RSHs. 

Team Management & Development

• Guide and develop ASHs/RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards

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