Territory Sales Manager

Sales Growth & Client Acquisition 

o Identify and execute sales growth opportunities at a local/ area level, driving referral and professional loan expansion and new account acquisition 

o Deliver on sales targets by building strong relationships in the local network  

o 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 

o Carry out regular meetings and sales calls with prospective clients on a regular basis to source business 

o Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline 

o Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base 

Operational Effectiveness 

o Work with dual focus on sales volume and value (IRR) 

o Track & ensure SLA adherence, sales efficiencies and RoI 

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

Distribution & Market Expansion 

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

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

o Engage with Local 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 

o Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes 

o Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations 

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

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

Risk Management 

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

o 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 

o 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 

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

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

Internal Stakeholder Management 

o Partner with peer RMs to overcome challenges and support sales growth via effective channel management, customer acquisition 

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