ABFL-Area Sales Manager-STSL-Jaipur

Updated: November 16, 2024

Location: Rajasthan, India

Organization: Financial Services

Job Description:

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)
Key Result Areas	Supporting Actions
Business growth through Channel Management - Effectively grow and leverage the channel network in Area to ensure meeting of topline & bottom line targets Channel types Direct Sales Agents Online aggregators Internal sources that provide qualified leads like marketing department	Explore & identify potential channel partners in Area Evaluate potential channel partners in Area Meet & negotiate terms of engagement with potential channel partners in lines with business potential Onboard the channel partners Constantly engage with & activate key area level channel partners while ensuring targeted ROEs for the channel partners Implement engagement programs & sales training to develop channel partners Monitor SLAs, sales efficiencies and RoI of channels
Business growth through Customer Acquisition- Ensure customers are acquired by selling STSL towards meeting topline targets	Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives Cascade goals to Sales Managers; Set weekly targets with Sales Managers Conduct weekly review of Sales Managers Meet customers along with channel partners 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 internal stakeholders to process the applications Negotiate commercial terms Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources
Disbursal & MIS - Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Area	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 the transaction of team with customer with appropriate documentation Collate Area level Sales MIS & circulate
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
Portfolio quality & Risk Management -Maintain quality of portfolio to minimize NPAs	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 Review over due 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 over due cases & ensure collection on a timely basis
Profitability-Implement measures to ensure profitability of Area	Focus on sales volume and value (higher yield and margins) through the team in the Area by right pricing, cross selling, processing fees Implement all cost management initiatives on a timely & accurate basis
Process Efficiency & Operational Effectiveness - Drive process improvements to ensure process efficiencies in the Area	Ensure process adherence by team for pre & post sourcing processes 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 Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements
People Management – Develop a productive team by recruiting, training, motivating and retaining team members; Develop relationship with internal stakeholders	Recruit on a timely basis Implement training plans Complete regular performance reviews and feedback Motivate and ensure retention of team Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Sales Managers-

Responsible for building the targeted book size 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 Area Sales Manager and operationalize end to end lending transactions with superior product delivery while ensuring credit quality of new acquisitions

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives
Relationship Type	Frequency	Nature
Internal
SMs Risk Operations Collections Policy Finance HR IT	Daily Daily Daily Daily Monthly Weekly Need Based Need Based	Business MIS, review on new market development & progress on objectives Proposal evaluations, portfolio monitoring Client servicing issues, TAT reviews Coordinate for overdues Provide feedback/input Coordinate Recruitments, Performance Reviews, Training Back-end/ systems support
External
Channel Partners (Zonal DSAs/ Representatives) Existing and Prospective customers Vendors	Fortnightly Weekly As required	Product and business development initiatives Relationship building CRM & understanding the need of new products/ positioning changes Review

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

Qualifications:

Any Graduate

Minimum Experience Level:
5-12 Years

Report to:
NA

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ABFL-Area Sales Manager-STSL-Jaipur

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type

Frequency

Nature

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.