Area Sales Manager-Hyderabad

• The Mid Market and Supply Chain function is responsible for financing the short-term medium-term and long-term working capital and supply chain needs of SMEs through a suite of customized products with varied tenures.
• The key business metrics for success include loan book size profitability and a zero-tolerance approach to delinquency.
• A strong understanding of business finance loan structuring techniques and credit administration is essential to building credibility with customers and gaining a competitive edge.
• Deep knowledge of local market dynamicsincluding specific occupations/trades industries and local financial and investment preferencesis critical for structuring loans effectively and identifying new business opportunities.
• Expand market share in targeted locations and outpace competition.
• Continuously upgrade financial acumen including knowledge of loan structuring methods and business financials to build trust and credibility with customers.
• Stay informed about recent market trends and evolving local market preferences to align with customer needs.
• Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize the risk of non-performing assets (NPAs).
• Safeguard financed amounts by conducting post-sanction surveillance maintaining strong client relationships and monitoring collateral to ensure the complete safety of the financing.

Key Responsibilities:

1. Area Sales Growth & Profitability Management

• Achieves sales targets for the local area through
  - monitoring pipeline funnel & developing a plan with the team to achieve book size and market share
  - Planning & implementing initiatives to identify and bring on board new channel partners
• Achieves the area gross contribution
• Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region
• Ensures minimal client attrition through strong client engagement activities
• Engages with the investment bankers chartered accountants and brokers in the for sourcing new business on a regular basis
• Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.
• Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs

2. Client Acquisition & Relationship Management

• Drives new client acquisition and retention through mapping of key clients in the area & establishes relationships with them to maintain/ enhance the pipeline funnel.
• Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.
• Identifies business potential in new geographic s of the region & penetrates them through marketing events in strategic locations
• Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.
• Recommends development of new products based on local market and competitor insights and trends
• Supports enhancements to existing product service mix according to local specifications by providing inputs to the RSM

3. Reporting Audits & Internal Compliance

• Monitors the portfolio health in conjunction with the risk team through continuous portfolio surveillance and tight pre screening of proposals sourced in the area.
• Ensures effective risk management by driving policy adherence and compliance in all sales operations activities within the region team.
• Drives compliance through proper loan documentation adherence to KYC norms and collation of all other relevant information about the client and application of necessary risk mitigation where required.
• Monitors the non-payment of loans cheque bounces etc closely and ensure that there are minimal NPAs in the portfolio. Flags off specific cases to the RSM for intervention.
• Emphasizes strict compliance and adherence with respect to any regulatory/ statutory or legal norms and considerations.

5. Portfolio Quality & Profitability

• Track overdue accounts daily for the business and ensure timely collections.
• Intervene to ensure collection on initial overdue accounts in a timely manner.
• Ensure profitability by applying appropriate pricing strategies and processing fees.
• Implement cost management initiatives on a timely and accurate basis.

6. People Management

• Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance. Ensures that all relevant product & behavioral training is imparted to RMs to enhance business outcomes and support individual development.
• Oversees sourcing recruitment on-boarding and capability development of team members to drive productivity.

Required Experience:

Manager