Manager - Area Sales, POS & CBSF

Role & responsibilities

Role Purpose

Area Sales Manager (ASM) in Distribution Sales vertical is responsible for sales of Credit card in an assigned geography under one of the specified channels, through a large team of 50-120 NFTEs spread across geography on the defined POS and other distribution points or based at call centers on a tele sales process. The team comprises Relationship Executives (RE), Tele Sales Agents, Relationship Managers (RMs/TLs), Unit Managers and Back end team. This role of an ASM has the most enriched JD for any front line sales manager profile in the industry, owing to the scale of operatons and comprehensiveness, as supported by the role description mentioned below. 

Role Accountability

1. Lead a team of NFTEs on PSA payroll comprimising of RMs, TL, RE & operations resources
2. Effective coordination with WE function for right quality hiring, training of NFTE as per requirement, Placement of people as per skill sets/requirement of the distribution point
   Compliant management of PSA sites as per the Internal Audit guidelines of the organization
3. Manage open market distribution points along with cobrand tie-up's and ensure cost viable delivery
4. Stay abreast with competition moves and align sourcing stratgies, opening of new distribution points in accordance
5. Ensure spread of field staff across the geography being managed in line with expansion of retail footprint and new customer acqusition
6. Manage DSA/LG channel partners and scale them for a cost viable, profitable journey of both organization & the vendor
7. Drive right sourcing mix in both field and tele setup's focusing on new to business customer acqusition for maximised spends,growth
8. Encourage increase of digital enablers example EKYC,VKYC, Perfois platforms for a better customer experience and smooth processing of the application
9. Diligent controls in application processing at backend shop to ensure high conversion rates for maximised output
10. Manage application processing TAT across levels of sales funnel to ensure faster disbursement of card to the customer
11. Control early card attrition and keep it under desired levels of the organization
12. Fair knowlegde to manage tele sales campaigns for high connect rates, maximised churning of data as per company policies
13. Realtime processing, fulfilment & processing of digital-led applications for improvised customer experience
14. Operate as per COA targets assigned and ensure productivity of team is in line
    Sales processes to be conducted across funnel as per said compliance norms of the organization
15. Frequent field & location visits for F2F connect with the sourcing teams
    Conduct frequent skip, one-o-one sessions with NFTEs for better team connect

Measures of Success

1. Achievement Of MOU Goals
2. New Accounts
3. Premium Accounts
4. Insurance Cross-Sell
5. COA
6. 4 MOB Attrition %
7. Digital Sourcing
8. % Conversion Of Leads: Inward rate % - Inward to soft approved for both No doc & With doc portfolios
9. Stake Holder Management: Close collaboration with WE, Operations, FCU, IT & Marketing teams
10. VOC From Partners across formats of operations
11. Complaints resolution: Effective complaint channelizing and resolution on escalations, ensure all complaints are addressed as per agreed SLA/TAT
12. Compliance: Ensure sales compliance guidelines @ PSA level are adhered to

Competencies critical to the role

Sales Management, Team Handling, Relationship Management, Analytical skills

Qualification

Graduate/PG (Preferrably) from any recognized and reputed Institute

Preferred Industry

BFSI/Telecom/Any retail sales FMCG, CD etc.