Area Sales Head SME LAP, Tumkur

Job Context

SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small

& Medium enterprises.

It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to

more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending.

Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide

array of lending programs, each of which aims to estimate the client's repayment capability

accurately before the company to take an exposure.

The lending program requires assessing clients on various dimensions, including income, repayment

behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership

structure of business and the property and many others.

Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment.

An in-depth understanding of the customer's business model, Cash flows, customers & suppliers,

success factors and dependencies needs to be considered.

Key Responsibilities

• Deliver Sales growth at the location and expand the customer base
  
  

Identify business growth opportunities across the location, build direct/ channel/ new client

acquisition strategies and tap growth opportunities to achieve area-wise targets

Augment the business volumes of SME lending in the location, manage client databases and tap them

through Relationship Managers

Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the

client base of the locations/area

Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture

across the area

• Analyze product positioning and competition across the locations and develop the distribution network
  
  

Scan the location market and its competitive offerings on a periodic basis; report on emerging trends

and business opportunities for the SME segment to the head office

Engage with channel partners and develop a touch point management system for faster customer

connectivity

Conduct engagement programs and sales trainings to develop channel partners

Monitor SLAs, sales efficiencies

Effectively deploy schemes and prioritize sales of high revenue products and structures

• Drive high levels of customer satisfaction across the location through relationship managers
  
  

Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and

channel partners to display highest levels of client servicing standards

Encourage the implementation of improved processes and best practices in order to enhance

operational productivity

Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to

faster growth

Monitor customer issues and complaints and drive necessary action to address the same

• Analyze and communicate information for better risk management and operational effectiveness to the
  
  

management team

Support the risk and review process by supervising the preparation of loan proposals and

documentations to ensure controlled operations for the locations

Liaise with the customers and the Risk team to provide regular information required for monitoring

the creditworthiness of the proposals

Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs &

ZSMs.

• Team Management & Development
  
  

Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping

them to achieve superior performance standards

Nominate teams for product, behavioral and negotiation trainings and work for self-development

initiatives