Area Sales Head - SME - Tier 1 - CC - Delhi

Key Result Areas

Supporting Actions

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 Cluster targets
• Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers.
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Cluster.
• Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster.
  
  

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 mortgage segment to the head office
• Engage with retail DSA 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 and RoIe of channels
• 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 ASHs/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 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 RSHs.
  
  

Team Management & Development

• Guide and develop ASHs/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