Qureos Mentor

Aditya Birla Capital

<div>
 The role is responsible for setting up the framework for distribution of ABG products to Category A corporates with existing relationships under the ABG umbrella as well as identified large corporates, while actively driving business vertical management and implementing initiatives around sales processes, productivity, distribution scale-up, activation, and incentive drives. The role holder should demonstrate strong problem-solving, execution, and analytical abilities. Key responsibilities include building and implementing corporate channel strategies, evaluating profitability and creating future roadmaps, and designing RnR, incentive, salary structures, and contests to maintain P&amp;L profitability. The position also involves establishing low-touch processes for faster customer onboarding, aligning field adoption with overall strategy, and managing change across large-scale distributions. In addition, the individual will engage with senior sales stakeholders to drive buy-in for strategic programs, monitor industry and market trends, and build actionable plans to achieve GMV and revenue targets across assigned accounts. Detailed account mapping of the allocated accounts is an important part of the job role
</div>

Strategic Accounts Manager - ABG Ecosystem

<div>
 
 Job Purpose
 
 
 
 The purpose of this job is to acquire and grow the lending book for the SME segment for the assigned geography. The role entails both identification of newer customer segments, as well as strengthening existing customer relationships through continuous engagement and ensuring customer retention on the lending platform
 
 
 
 Job Context &amp; Major Challenges
 
 
 
 Organizational Context
 
 
 Aditya Birla Finance Limited ("ABFL"), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company (&ldquo;NBFC&rdquo;) and is amongst the top five largest private diversified NBFCs in India based on AUM
 
 
 For the Quarter ended 31st December 2019, ABFL has a lending book of Rs. 479.33 billion and a net worth of Rs. 80.89 billion. ABFL&rsquo;s long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in November 2019. ABFL also has long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA &amp; India Ratings.
 
 
 The SME vertical specializes in funding all kinds of Indian business legal entities (private limited, public limited, proprietorships etc.) with a turnover of 500 Cr or more. The average ticket size of this lending is 5cr. .
 
 
 The fact that the Vertical is sector agnostic and coupled with the dependence on the cash flows of its borrowers for recovering its dues requires all its personnel to have a very high credit appraisal skill set. Despite the Corporate Finance industry being materially large in size, given the ultra-high competition in this field from other financial institutions including banks who have greater access to cheaper funds translates into the sales personnel being required to have superior sourcing and negotiation skills. Additionally, the treadmill rolling nature of a sizeable portion of its business (short term repayments), the business requires high energy, ability to build deep relationships and market knowledge.
 
 
 Job Context
 
 
 
 Key Aspects
 
 
 
 The EB &amp; WM function is engaged in funding short term, medium term and long-term working capital needs of SMEs via a suite of customized short and long tenured products.
 
 
 While unit of sizing up the business is its loan book size, profitability and zero tolerance on delinquency are key business objectives
 
 
 Strong understanding of business finance, loan structuring methods and credit administration are key to building credibility with customers and gaining competitive advantage
 
 
 Understanding of local market patterns such as specific occupations/trade, industries at play, local financial and investment preferences and practices important to gain competitive advantage while structuring loans and identifying leads.
 
 
 Key Challenges
 
 
 Increase the market share in targeted locations against competition
 
 
 Constantly upgrade financial, know-how of self on loan structuring methods and business financials in order to build credibility with customers
 
 
 Stay abreast with the recent market trends and local market preferences and needs
 
 
 Ensure credit quality and carry out effective portfolio selection and pre-screening to minimise risk of NPAs
 
 
 To ensure complete safety of financed amount through post sanction surveillance by maintaining strong client relationships and monitoring collaterals
 
 
 
 Key Result Areas
 
 
 
 
 KRA (Accountabilities) (Max 1325 Characters)
 
 
 Supporting Actions (Max 1325 Characters)
 
 
 
 KRA1 Sales Growth Achieves sales targets through:Driving pipeline funnel to achieve book size and market share
 
 
 Monitors local market trends and competitive offerings &amp; 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 about health of the business and potential early warning signs of NPAs
 
 
 KRA2 Client Acquisition
 
 
 &amp; Relationship
 
 
 Management Acquisition of new clients
 
 
 Increases quantum of area business through strong focus on cross-selling initiatives &amp; innovative product mixes.
 
 
 Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies &amp; responsiveness in customer service to ensure retention of existing customers.
 
 
 KRA3 Disbursal-Timely disbursement of the loans to customers with proper documentation Coordinate with internal stakeholders to process the applications
 
 
 Coordinate with internal teams and respond to their queries to ensure timely &amp; accurate disbursal
 
 
 Complete transactions with customer with appropriate documentation
 
 
 KRA4 Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies &amp; processes Gather market intelligence on a regular basis
 
 
 Share the market intelligence with the Area Sales Manager
 
 
 KRA5 Portfolio quality, Profitability--Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitability Track over-due account daily for the business
 
 
 Intervene to ensure collection for initial overdue accounts on timely basis
 
 
 Ensure profitability by right pricing, processing fees
 
 
 Implement all cost management initiatives on a timely &amp; accurate basis
 
 
 KRA6 Organisation Process Efficiency-Implement process improvements to ensure process efficiencies Adhere to all processes for pre &amp; post sourcing processes
 
 
 Provide inputs to Area Sales Manager for Sales MIS
</div>

Senior Relationship Manager- Mid Market- Mumbai

<div>
 
 Key Result Areas (
 
 
 Max 1325 Characters)
 
 
 
 Supporting Actions (Max 1325 Characters)
 
 
 Deliver strong sales growth in the region and expand the customer base
 
 
 <ul>
 <li>
 Identify business growth opportunities across the region, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve Regi targets
 </li>
 <li>
 Augment the business volumes of mortgage lending in the region, manage client databases and tap them through Area Sales Managers and dedicated relationship managers
 </li>
 <li>
 Drive relationships with key clients, collaborate with internal stake holders for faster TAT and cross selling initiatives in order to increase the client base of the Region
 </li>
 <li>
 Monitor lead generation &amp; RM sales productivity metrics to drive a high-performance sales culture across the zone
 </li>
 <li>
 Timely hiring of people in the region and coordinate closely with HR team.
 
 
 </li>
 </ul>
 Analyze product positioning and competition across the region and develop the distribution network
 
 
 <ul>
 <li>
 Scan the regional market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the mortgage segment to the head office
 </li>
 <li>
 Engage with channel partners and develop a touch point management system for faster customer connectivity
 </li>
 <li>
 Conduct engagement programs like running contests for internal employees and external stake holder/ DSAs and sales trainings to develop channel partners
 </li>
 <li>
 Monitor SLAs, sales efficiencies and RoI of channels and ensure timely channel payouts
 </li>
 <li>
 Effectively deploy schemes and prioritize sales of high revenue products and structures
 
 
 </li>
 </ul>
 Drive high levels of customer satisfaction across the region through relationship managers
 
 
 <ul>
 <li>
 Monitor client servicing metrics, develop relationship marketing programs and motivate Area Heads, RMs and channel partners to display highest levels of client servicing standards
 </li>
 <li>
 Encourage the implementation of improved processes and best practices in order to enhance operational productivity
 </li>
 <li>
 To ensure high mission happiness score for the region
 </li>
 <li>
 Engage with key customers on a periodic to build stronger relationships, thereby contributing to faster growth
 </li>
 <li>
 Monitor customer issues and complaints and drive necessary action to address the same
 
 
 </li>
 </ul>
 Analyze and communicate information for better risk management and operational effectiveness to the management team
 
 
 <ul>
 <li>
 Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the region
 </li>
 <li>
 Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals
 </li>
 <li>
 Prepare periodic MIS reports for profits, NPAs, new clients, new product launches, new branches, new channel development, etc. and communicate to Zonal Head and senior management
 
 
 </li>
 </ul>
 Promote talent and develop human resources
 
 
 <ul>
 <li>
 Guide and develop Area Heads and RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards
 </li>
 <li>
 Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives
 </li>
 <li>
 Nominate deserving team members for awards and recognition
 </li>
 <li>
 Devise and implement specific sales strategy for under performers at regular intervals.
 </li>
 </ul>
</div>

Regional Sales Head - SME Emerging Markets - ROK

<div>
 
 Key Responsibilities
 
 
 
 <ul>
 <li>
 Sales Growth
 
 
 </li>
 </ul>
 
 Achieve Sales Targets Through The Following Actions
 
 
 
 <ul>
 <li>
 Drive pipeline funnel to achieve book size and market share.
 </li>
 <li>
 Monitor local market trends and competitive offerings, identifying opportunities for business expansion in the region.
 </li>
 <li>
 Ensure minimal client attrition through strong client engagement activities, and also generate NTB business through client referrals.
 </li>
 <li>
 Regularly engage with referral partners, chartered accountants, and brokers/agents to source new business.
 </li>
 <li>
 Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for collection dues.
 </li>
 <li>
 Track key accounts in the portfolio for business health and early warning signs of NPAs.
 </li>
 <li>
 Client Acquisition &amp; Relationship Management
 </li>
 <li>
 Acquisition of new clients by identifying potential leads and conversion strategies.
 </li>
 <li>
 Increase area business volume through strong cross-selling initiatives and innovative product offerings.
 </li>
 <li>
 Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration with Credit Analysts.
 </li>
 <li>
 Utilize technology to improve operational efficiencies and responsiveness in customer service, ensuring retention of existing customers.
 </li>
 <li>
 Cater to client service requests and liaison with internal teams for timely resolution.
 </li>
 <li>
 Disbursal - Timely Loan Disbursement with Proper Documentation
 </li>
 <li>
 Coordinating with internal stakeholders to process loan applications.
 </li>
 <li>
 Responding to queries from internal teams to ensure timely and accurate disbursal.
 </li>
 <li>
 Completing transactions with customers with the appropriate documentation.
 </li>
 <li>
 Market Intelligence
 </li>
 <li>
 Gather market intelligence on competitive strategies, policies, and processes regularly.
 </li>
 <li>
 Share the collected market intelligence with the Area Sales Manager to adjust business tactics accordingly.
 </li>
 <li>
 Portfolio Quality &amp; Profitability
 </li>
 <li>
 Track overdue accounts daily for the business and ensure timely collections.
 </li>
 <li>
 Intervene to ensure collection on initial overdue accounts in a timely manner.
 </li>
 <li>
 Ensure profitability by applying appropriate pricing strategies and processing fees.
 </li>
 <li>
 Implement cost management initiatives on a timely and accurate basis.
 </li>
 <li>
 Organization Process Efficiency
 </li>
 <li>
 Adhere to all processes for both pre and post-sourcing activities.
 </li>
 <li>
 Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance.
 </li>
 </ul>
</div>

Regional Portfolio Head

<div>
 
 Job Purpose
 
 
 
 To lead the assigned area by effective planning &amp; management of resources and ensuring achievement of agreed business targets through effective sales strategies to help the area lead in terms of market share and brand equity in a cost effective manner.
 
 
 
 Job Context &amp; Major Challenges
 
 
 
 Job Context: To lead the assigned area by effective planning &amp; management of resources and ensuring achievement of agreed business targets through effective sales strategies to help the area lead in terms of market share and brand equity in a cost effective manner.
 
 
 Job Challenges:
 
 
 <ul>
 <li>
 Performing despite unethical market practices prevailing in the market
 </li>
 <li>
 Retention of the Quality Sales Force owing to stiff competition
 </li>
 <li>
 Ensuring the quality of new advisors who are being introduced in to the system because it&rsquo;s practically not possible to meet each and every advisor getting recruited.
 </li>
 <li>
 Equipping the new advisors with proper knowledge owing to poor turnout in training programs
 
 
 </li>
 </ul>
 
 Key Result Areas
 
 
 
 
 KRA (Accountabilities) (Max 1325 Characters)
 
 
 Supporting Actions (Max 1325 Characters)
 
 
 
 KRA1 Branch Management 1. Manage 1-3 branches of the same infra or nearby location
 
 
 <ul>
 <li>
 Mentor, Supervise and coach the branch managers for achievement of business targets
 
 
 </li>
 </ul>
 KRA10 Team Management 1. Ensure through continuous on the job training, skill enhancement of team
 
 
 <ul>
 <li>
 Mentor, supervise and coach the team.
 </li>
 <li>
 Provide for on the job as well as classroom training for skill enhancement
 </li>
 <li>
 Ensure periodic job rotation to give a higher exposure to the team members on all aspects.
 
 
 </li>
 </ul>
 KRA2 Plan sales strategies and achieve area business targets in terms of number of agents, productivity, new premium, persistency of business. Scan the market for emerging opportunities,
 
 
 <ul>
 <li>
 the presence of competition etc and plans for the progress of his area in consultation with HO
 </li>
 <li>
 Ensure strategies include effective product mix, tapping of potential customers, contests and delivery of investment advisory to customers.
 </li>
 <li>
 Ensure implementation of the plans &amp; monitor same to ensure success
 
 
 </li>
 </ul>
 KRA3 Promote productivity of the field force through effective people management. 1. Ensure regular training of advisors and provide latest input given by company to them.
 
 
 <ul>
 <li>
 Discuss with them the promotional infrastructure decided by company and have review of their progress in terms of competition, activisation and club membership.
 </li>
 <li>
 Establish good working habits for the force, undertake productivity improvement drives, organize specialized training programs etc.
 
 
 </li>
 </ul>
 KRA4 Ensuring persistency of the business in order to ensure enhance business goals. 1. By doing random quality checks on the business sourced to maintain desired persistency levels.
 
 
 <ul>
 <li>
 Ensure post sales servicing are through in order to retain customers.
 
 
 </li>
 </ul>
 KRA5 Inculcate a culture of financial discipline in the branch to have well control on revenue. 1. Ensure that strict control is maintained on the cash transactions in the branch.
 
 
 <ul>
 <li>
 Ensure that budget is maintained on all capital and operating expenses incurred.
 
 
 </li>
 </ul>
 KRA6 Ensure 100 % compliance in order to smooth running of the operation and enhance the productivity in the assigned branch. 1. Monitor process adherence at the branch
 
 
 <ul>
 <li>
 Provide regular update to the sales force /operation staff regarding changes in the Underwriting /IRDA Guidelines as well as Sales Process from time to time.
 
 
 </li>
 </ul>
 KRA7 Drive sales promotional activities in order to achieve the business numbers. 1. Initiate and ensure implementation of different activities to promote sales &amp; recruitment.
 
 
 <ul>
 <li>
 Liaise with the concerned HO teams to drive central initiatives
 </li>
 <li>
 Ensure adequate promotional effort is delivered to existing and potential customers.
 
 
 </li>
 </ul>
 KRA8 Recommend product and process improvement to the company to enhance efficiencies and customer satisfaction. 1. Evaluate customer response to our products, services, processes and people and suggest innovations/ improvements/ changes in these areas.
 
 
 KRA9 Ensure effective administration of the branch &amp; area to sustain smooth functioning and operations in a cost effective way. 1. Ensure that the general administration of the branch is as per requirement
</div>

Senior Branch Head Hissar

<div>
 
 Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD
 
 
 
 
 Business
 
 
 
 
 Aditya Birla Finance Ltd
 
 
 
 
 Unit
 
 
 
 
 Aditya Birla Finance Ltd
 
 
 
 
 Location
 
 
 
 Multiple Locations
 
 
 
 Poornata Position Number of the job
 
 
 
 
 Reports to: Poornata Position Number
 
 
 
 
 Poornata Position Title of the job (30 characters max)
 
 
 
 
 Area Sales Manager
 
 
 
 
 Reports to: Poornata Position Title
 
 
 
 
 Function
 
 
 
 Sales-SLS
 
 
 
 Reports to: Function
 
 
 
 
 Department
 
 
 
 BGFPSL-Personal Loan
 
 
 
 Reports to: Department
 
 
 
 
 Designation of the Employee
 
 
 
 Area Sales Manager
 
 
 
 Designation of the Manager
 
 
 
 
 Date of writing/updation of JD
 
 
 
 09 th May 2022
 
 
 <ul>
 <li>
 Job Purpose : Write the purpose for which the job exists (in 2-3 lines) ( Max 1325 Characters)
 
 
 </li>
 </ul>
 
 The Purpose Of This Job Is:
 
 
 
 <ul>
 <li>
 To deliver on area/ local strategy for the Unsecured Business segment in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and work towards achievement of sales targets and operational plans.
 </li>
 <li>
 To proactively address customer/ DSA issues and escalate cases (e.g. fraud alerts, customer complaints or exception handling) as required for smooth operations; work on removal of bottlenecks for the achievement of targets for Unsecured Business segment at the area/ local level
 </li>
 <li>
 To grow the penetration of the business by actively partnering, negotiating and building relationships with the DSA network, and directing and building the capability of SMs (if any assigned)
 
 
 </li>
 </ul>
 To take ownership for end to end Unsecured business transactions in assigned area of coverage, with efficient internal operations for superior product delivery and credit quality of new acquisitions with compliant sales operations &amp; coordination with Risk team
 
 
 <ul>
 <li>
 Dimensions : Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.
 
 
 </li>
 </ul>
 Business Workforce Number
 
 
 (Max 254 Characters)
 
 
 
 Investing &amp; Financing
 
 
 
 Unit Workforce Number
 
 
 (Max 254 Characters)
 
 
 
 Business Development of lending products
 
 
 
 Function Workforce Number
 
 
 (Max 254 Characters)
 
 
 
 Expected to sell the retail products like PL/BL/STLS/STUL/THE
 
 
 
 Department Workforce Number
 
 
 (Max 254 Characters)
 
 
 
 Sales of Retail loans &ndash; PL/BL/STSL/STUL/THE
 
 
 
 Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter
 
 
 
 Managing a team of Sales force of PL/BL/STSL/STUL/THE
 
 
 
 <ul>
 <li>
 Job Context &amp; Major Challenges : Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section ( (Max 3975 Characters)
 
 
 </li>
 </ul>
 
 Organizational Context
 
 
 
 
 Key Aspects:
 
 
 
 <ul>
 <li>
 As the debt arm of Aditya Birla Capital (ABC), Aditya Birla Finance Limited (ABFL) offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, ABFL has made significant progress and the Company&rsquo;s balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
 </li>
 <li>
 The company has a well-defined vision of being one of the most reputed and material financiers within the lending space &ndash; spread across Retail HNI and corporate clientele. It has made significant investments in process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO 9001:2008 across all business processes. Spread across 18 cities, it plans on further diversifying its risk and revenue mix through expansion into new geographies and new product segments allowing customers a one-window shop for all their financing needs.
 </li>
 <li>
 Having focused traditionally on secured lending verticals and built a strong balance sheet on the same, ABFL has ventured into Unsecured Business segment in order to effectively capitalize on its financial base with carefully managed exposures in this higher yield and profit segment.
 
 
 </li>
 </ul>
 
 Job Context
 
 
 
 
 Key Aspects:
 
 
 
 <ul>
 <li>
 The Unsecured Business segment products line caters to funding short term and medium term working capital needs of Small Businesses and individuals, via a suite of customized short and long tenured products, without any security/ collateral.
 </li>
 <li>
 Offerings comprise unsecured loans to salaried individuals/ self-employed individuals/ non-individual entities, with end use of funds (Medical emergency, Marriage, working capital requirement, business expansion etc.) to be ascertained during the loan appraisal process
 </li>
 <li>
 The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes, and significantly higher spread and profit margins (up to four times that of Secured Lending products)
 </li>
 <li>
 Given the unsecured nature of loans disbursed, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
 </li>
 <li>
 While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
 </li>
 <li>
 Lending in the Unsecured segment takes 2 forms &ndash; Personal Loans and Business Loans, both of which leverage the ABG ecosystem and channel partners for the major share of business.
 </li>
 <li>
 Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
 </li>
 <li>
 Understanding of product market characteristics such as channel relationship management, region specific occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
 </li>
 <li>
 The Area Sales Manager &ndash; Unsecured Business is responsible for operationalizing business transactions and liaises with DSAs and/ or end customers in his/her zone to maximize disbursals, profit, growth &amp; customer service objectives.
 
 
 </li>
 </ul>
 
 Key Challenges
 
 
 
 <ul>
 <li>
 To deliver on operational plan in the assigned coverage area in a differentiated manner considering local factors, channel dynamics and consumer preferences, that can withstand competitive pressures on the ground
 </li>
 <li>
 To grow the business while remaining cognizant of competitive realities in the following areas:
 </li>
 <li>
 Market linked product
 </li>
 <li>
 Market average IRR &amp; processing fee levels
 </li>
 <li>
 Market average DSA payouts
 </li>
 <li>
 To originate and increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.
 </li>
 <li>
 To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers
 </li>
 <li>
 To proactively build new and nurture existing DSA relationships keeping in mind immediate and longer term business interests, and considering the phased manner of team size expansion
 </li>
 <li>
 To constantly upgrade financial &amp; operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement
 </li>
 <li>
 To keep abreast with the latest market trends and local market preferences and needs
 </li>
 <li>
 To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets
 </li>
 <li>
 To ensure credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs
 </li>
 <li>
 To ensure compliant sales operations despite sales pressures and market cycles
 
 
 </li>
 </ul>
 
 
 Enabling Skill Sets &amp; Qualifications
 
 
 
 
 <ul>
 <li>
 Critical skill sets required to meet these challenges include execution excellence, business &amp; commercial acumen, sound product understanding, excellent communication and influencing skills.
 
 
 </li>
 </ul>
 Education &amp; experience required to fulfil this profile are a postgraduate with minimum 8 - 10 yrs of total sales experience of which at least recent 4-5 yrs experience should be in unsecured lending.
 
 
 <ul>
 <li>
 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)- Maximum 10 KRAs can be updated
 
 
 </li>
 </ul>
 
 Key Result Areas (
 
 
 Max 1325 Characters)
 
 
 
 Supporting Actions ( Max 1325 Characters)
 
 
 Sales Growth &amp; Client Acquisition
 
 
 <ul>
 <li>
 Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition
 </li>
 <li>
 Segment the market and identify potential direct clients, approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
 </li>
 <li>
 Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
 </li>
 <li>
 Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
 </li>
 <li>
 Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
 </li>
 <li>
 Track &amp; report on sales operations and productivity metrics, and work towards building a high-performance sales culture
 </li>
 <li>
 Actively participate in initiatives and contests driven by Business Development teams
 
 
 </li>
 </ul>
 Operational Effectiveness
 
 
 <ul>
 <li>
 Work with dual focus on sales volume and value (IRR) through the team
 </li>
 <li>
 Track &amp; ensure SLA adherence, sales efficiencies and RoI
 </li>
 <li>
 Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well
 </li>
 <li>
 Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc. and communicate to ZSM as well as down the line
 </li>
 <li>
 Job Purpose of Direct Reports : Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
 
 
 </li>
 </ul>
 
 Sales Managers &ndash; Unsecured Business ( if any)
 
 
 
 Responsible for building the book size for own area of coverage and developing the Unsecured segment with a robust, balanced portfolio in line with assigned targets; to devise &amp; execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives; to work closely with Area Sales Manager and Zonal Head, and operationalize end to end Unsecured lending transactions with superior product delivery while ensuring credit quality of new acquisitions
 
 
 <ul>
 <li>
 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
 
 
 </li>
 </ul>
 
 Relationship Type ( Max 80 Characters)
 
 
 Frequency
 
 
 Nature ( Max 1325 Characters)
 
 
 
 
 Internal
 
 
 
 ZSM - Unsecured
 
 
 Reporting SMs &ndash; Unsecured (If any)
 
 
 HR dept
 
 
 IT dept
 
 
 Risk dept
 
 
 Operations dept
 
 
 Weekly
 
 
 Daily
 
 
 &lsquo;
 
 
 Need Based/ Process Driven
 
 
 Need Based
 
 
 Daily
 
 
 Daily
 
 
 Business MIS, review on new market development, progress on objectives, client escalations
 
 
 Reviewing &amp; driving channel expansion, sales strategies, client escalation cases
 
 
 Performance Reviews, Training
 
 
 Back-end/ systems support
 
 
 Proposal evaluations, portfolio monitoring
 
 
 Client servicing issues, TAT reviews
 
 
 
 External
 
 
 
 Existing and Prospective customers
 
 
 Channel partners (DSAs)
 
 
 Daily/ Need Based
 
 
 Daily
 
 
 CRM &amp; understanding the need of new products/ positioning changes
 
 
 Product and business development initiatives
 
 
 <ul>
 <li>
 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.
 
 
 </li>
 </ul>
 
 SIGN-OFF : Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.
 
 
 
 
 Job Holder
 
 
 
 
 Reports to &ndash; Manager
 
 
 
 Name
 
 
 Signature (needed for the hard copy)
</div>

Area Sales Manager - Unsecured Salaried - PL - Mysore

Area Sales Head - SME Tier 1 - Bangalore

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