Area Sales Head - Small Enterprise Group

Area Sales Head - SEG - Delhi - Delhi | Aditya Birla Capital Limited | Financial Services Job Purpose Area Sales Head is responsible to lead the SEG business for ABCL in the assigned Area to ensure achievement of portfolio & bottom-line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills. Job Context & Major Challenges Job Context & Job Challenges:The Area Sales Head of SEG Business is responsible to lead the implementation of a differentiated and innovative strategy in the area that can withstand competitive pressures, especially given ABCL’s late entry into the SEG lending space having many competitors and many established players. He/she not only has to establish the business but also grow it profitably in the area. Key challenges for the SEG Area Sales Head:- a) Scalability: Though it’s a late entrant SEG business needs to scale fast within a limited period to catch up with the competitors b) Market working capital in a retail way: Even though it’s a secured line of business since the ticket size is small the volume of customers is high and lot of sectors can be tapped c) Cost management-The business has to do all the following well to ensure cost is less than competition 1. Distribution challenge-One has to make a trade off between cost & reach 2. Delivery of TAT for loan decision-The decision must be made faster than the time taken for SME loan decisions 3. Disbursal challenge-the disbursal has to be seamless using technology, reduction in documents etc 4. Post disbursal customer service-This must be simplified, standardised, repetitive & reproductive since given the volumes personalised service is not possible Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets Channel types Direct Sales Agents Mediators(CAs) Internal sources that provide qualified leads like marketing department Guide Relationship Managers in creating the database of potential channel partners in Area Evaluate potential channel partners in Area Meet & negotiate terms of engagement with potential in line with business potential Onboard the channel partners Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners KRA2 Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets Set weekly targets with Relationship Managers Conduct weekly review and daily activity tracking of Relationship Managers Meet key customers along with channel partners & Relationship managers Ensure smooth coordination of team with internal stakeholders to process the applications Negotiate commercial terms Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement Expedite loan approval decisions by providing risk mitigation solutions Ensure fulfillment by team of qualified leads provided by mediators, internal sources Ensure team is giving the right picture to customers & no overcommitment is being made Reiterate repeatedly to Relationship managers the business/product USP KRA3 Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines Ensure smooth coordination of team with vendors for timely submission of relevant customer documents Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal Ensure completion of customer transaction by team with appropriate documentation Monitor hygiene post disbursal and provide solutions to any issues like statutory issue KRA4 Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes Gather market intelligence personally and push team to do the same Carry out competition benchmarking Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc KRA5 Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area Review overdue account on a daily basis in the Area Ensure interventions by team to ensure collection for initial overdue accounts on timely basis Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees Implement all cost management initiatives on a timely & accurate basis KRA6 Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area KRA7 People Management – Develop a productive team by recruiting, training, motivating and retaining team members Recruit on a timely basis Implement training plans & ensure personal growth of team members Complete regular performance reviews and feedback • Motivate and ensure retention of team