Regional Sales Head - SME - Tier 1 - Open Channel - Delhi - Delhi | Aditya Birla Capital Limited | Financial Services

Deliver strong sales growth in the region and expand the customer base

• Identify business growth opportunities across the region, build direct/ Retail DSA channel/ new client acquisition strategies and tap growth opportunities to achieve Region targets 

• Augment the business volumes of SME lending in the region, manage client databases and tap them through Area Sales Heads and dedicated relationship managers

• Drive relationships with key clients, collaborate with internal stake holders for faster TAT and cross selling initiatives in order to increase the client base of the Region 

• Monitor lead generation & Cluster/Area Sales Heads/RM sales productivity metrics to drive a high-performance sales culture across the zone

• Timely hiring of people in the region and coordinate closely with HR team.

Analyze product positioning and competition across the region and develop the distribution network

• Scan the regional market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the SME segment to the head office

• Engage with channel partners and develop a touch point management system for faster customer connectivity 

• Conduct engagement programs like running contests for internal employees and external stake holder/ Retail DSAs and sales trainings to develop channel partners

• Monitor SLAs, sales efficiencies and RoI of channels and ensure timely channel payouts 

• Effectively deploy schemes and prioritize sales of high revenue products and structures

Drive high levels of customer satisfaction across the region through Cluster Sales Heads/Area Sales Head & Relationship managers

• Monitor client servicing metrics, develop relationship marketing programs and motivate Cluster/Area Sales Heads, RMs and Retail DSA 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

• To ensure high mission happiness score for the region

• 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 region

• 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, new product launches, new branches, new channel development, etc. and communicate to Zonal Sales Head and senior management

Promote talent and develop human resources

• Guide and develop Cluster/Area Sales Heads and 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

• Nominate deserving team members for awards and recognition

• Devise and implement specific sales strategy for under performers at regular intervals. 

Job Purpose of Direct Reports: 

Cluster Sales Heads - To set business objectives for Cluster in line with the SME business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for Cluster wise achievement of business objectives and to execute the SME business’ distribution strategy by managing Retail DSA Channel partners. To ensure the end-to-end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions

Area Sales Heads - To set business objectives for area in line with the Retail LAP Tier 1 business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for Area wise achievement of business objectives and to execute the SME business’ distribution strategy by managing Retail DSA Channel partners. To ensure the end-to-end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions