Senior Area Sales Manager

Partner onboarding, Sales Planning & Management

• Work with ZSM on devising the area sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the team(s)
• Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
• Oversee end to end partner management by sales managers, guide for onboarding, activation, engagement at optimum levels to get desired business
• Report on and direct team’s basis emerging trends and opportunities
• Identifying target market to acquire referral partners who have vast customer base for business loans. Customer Acquisition/ Engagement
• Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
• Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction
• Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
• Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
• Deploy efforts/ initiatives in consultation with ZSM, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
• Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
• Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships Operational Effectiveness
• To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Manage local distribution across lending partners and referral partners, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
• Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
• Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact Cross-Selling across ABC products
• Drive engagements with referral partners to enable cross selling of lending solutions to partner’s customer / network base. Team and Internal Stakeholder Management
• Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required
• Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives
• Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives