Abacus Consultants
Website:
abacusconsultants.in
Job details:
Regional Sales Manager - Secured Retail
Job Purpose
Responsible for building the book size for own region of coverage and developing the Short term Secured Loans with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives; to work closely with Zonal Sales Manager and operationalize end to end lending transactions with superior product delivery while ensuring credit quality of new acquisitions.
Key Result Areas
Key Result Areas (Max 1325 Characters)
Regional Sales Strategy
- Work with Zonal Sales Manager on designing zonal strategy considering regional factors, competitive forces and consumer preferences in a manner that supports achievement of national business goals
- Ensure cascade of zonal strategy and operational plans down the line for effective execution and alignment
- Scan the market and its competitive offerings on a periodic basis; report on and direct basis emerging trends and business opportunities for the secured segment
Business Growth & Profitability Management
- Identify business growth opportunities at a regional level, drive channel expansion and new account acquisition strategies to achieve business objectives
- Envisage business growth & cascade targets to implement sales strategies
- Augment the business volumes of Secured lending, manage ABG ecosystem, channel databases and tap them through existing relationships
- Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the zone
- Drive dual focus on sales volume and value (higher yield and margins) through the team
- o Devise and deploy schemes at strategically timed intervals to bolster sales volumes/ value in sync with market developments and dynamics
- o Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc., communicate to NSM as well as down the line, and drive appropriate actions through the team
Operational Effectiveness
- Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion
- Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
- o Monitor SLAs, sales efficiencies and RoI of channels
- o Encourage the implementation of improved processes and best practices in order to enhance operational productivity and drive channel strength and customer satisfaction
Distribution & Market Expansion
- Engage with various corporate, ABG ecosystem and channel network stakeholders and develop/ drive a touch point management system for faster customer connectivity and loan processing-disbursement
- o Effectively deploy schemes and prioritize sales of high revenue products and structures
- o Conduct engagement programs and sales trainings to develop teams and channel partners
Risk Management
- Support the risk and review process by reviewing the loan sanctioning and disbursement process and documentation to ensure controlled operations
- Drive compliant Sales Operations and sound risk management via partnership with Risk team
- Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
- Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
- Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends
Team and Internal Stakeholder Management
- Guide and develop ASMs and SMs to facilitate better channel management, customer acquisition and support, and help them to achieve superior performance standards
- Nominate teams for product, behavioral and negotiation trainings and work for self development initiatives
- Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination
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