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Job Description
Job Purpose
The purpose of this job is to plan area (city/ branch) sales and business growth with the Zonal Sales Manager (ZSM) and achieve set targets through the team while complying with sales processes and guidelines at all times. It drives cross-selling across ABC products/ solutions as per regional plans and unique client requirements. It works with Risk Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance adopting process improvements capitalizing on channel optimization opportunities etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets hand-holding team members on complex cases.
Job Context & Major Challenges
Organizational Context:
ABC Digital has been incorporated as a wholly owned subsidiary of Aditya Birla Capital in 2023 to engage in distribution of Aditya Birla Capital products and providing services to customers including web-based services e-commerce and payments facilities and allied activities.
ABC Digital is developing an omni-channel based D2C platform (website and app) to acquire new customers and serve them seamlessly. In addition ABC Digital has started a virtual engagement management through inbound and outbound calling. Also ABC Digital is engaged in cross-selling different ABC products to walk-in branch customers.
Job Context
Key Aspects:
Providing housing finance (to buyers) Loan against Property Commercial Property Purchase Lease Rental Discounting and Construction Finance (to builders) solutions catering to a diverse range of customer segments through its various lending offerings. Additionally being predominantly retail driven the business is characterized by high volume of loan transactions and customer relationships. As a result ABCDLs business performance is strongly impacted by people process and organizational efficiencies alongside core business drivers such as product/ solution quality channel and customer relationship management and risk management.
While unit of sizing up the business is its loan book size profitability and minimized delinquency are also key business objectives.
Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
For retail customers identifying and acting on relevant needs for target demographics/ customer segments/ etc. in an efficient manner ensuring process statutory and regulatory compliance at all times are key for building business performance and sustainability.
For institutional/ builder customers understanding and addressing complex business requirements via proactive relationship management and customized solution fitment while ensuring compliance at all times are important to gain competitive advantage in this segment.
The ASM/Sr. ASM is responsible for achieving sales targets as agreed with the ZSM in terms of targeted book size profitability growth & customer service objectives.
Key Challenges
To create a sales operating plan with the team considering local factors impacting business such as competitor presence existing relationships new prospect opportunities etc. aimed at achieving sales targets
To grow market share as a new brand against established competition overcoming competitive pressures to create book of desired size for the branch/ city
To constantly upgrade financial & operational know how of self and team members on industry dynamics effective negotiation and relationship building and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability
To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
To ensure compliant sales operations at all times despite sales pressures and market cycles
Enabling Skill Sets & Qualifications
Critical skill sets required to meet these challenges include business and commercial acumen team management and communication execution skills product-market understanding and operations integration & controlling skills.
Education & experience required to fulfil this profile are a postgraduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space of which at least recent 3 - 4 yrs experience should be in HFC/Lending sales.
Key Result Areas
Track industry and market developments scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance covering all aspects such as sourcing effectiveness governance productivity channel management etc.
Report on and direct teams basis emerging trends and opportunities
Manage day-to-day branch operations and administration
Provide data for compile and review periodic MIS reports for disbursements profitability NPAs market expansion etc. and communicate to ZSM as well as to team members
Manage local distribution across channels interfacing with senior/ critical partners/ stakeholders as required for smooth operations
Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk Operations Sales Governance) and efficient operations
Drive high performance by reinforcing focus on business and sales growth objectives effective client engagement monitoring sales operations and productivity metrics and providing support and guidance as required
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness productivity and overall business impact
Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications training guidance etc. as required
Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives
Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives
Support risk and review process through the credit approval process and by reviewing the loan sanctioning disbursement process and documentation to ensure controlled operations
Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports
Drive compliant Sales Operations and sound risk management via partnership with Risk Operations and Sales Governance teams and necessary communication and guidance; drive timely PDD closures and collections
Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
Ensure systematic MIS on NPAs and credit trends providing inputs on possible risks that could impact portfolio quality
Required Experience:
Manager
Employment Type
Full Time
