Territory Sales Head - Branch Banking

• POSITION DESCRIPTION
  
  

JOB TITLE

Territory Sales Head-Branch Banking

GRADE : AVP-I

DEPARTMENT

Retail Liabilities & TASC

LOCATION : Pan India

SUB-DEPARTMENT

Branch Banking

TYPE OF POSITION : Full-time

REPORTS TO

State Sales Head-Branch Banking

REPORTING INTO

Branch Sales Manager

• ROLE PURPOSE & OBJECTIVE

• The Territory Sales Head is responsible for overseeing the entire sales ecosystem within a defined geographic territory, ensuring the achievement of business targets across products, customer segments, and sales channels.
• This is a pure sales leadership role, sharply focused on acquisition, balance growth, cross-sell, and revenue maximization from liability products.
• The Territory Sales Head oversees and drives the performance of Branch Sales Managers (BSMs), ensuring each branch meets and exceeds its liabilities targets.
• The Territory Sales Head plays a pivotal role in driving new business acquisition, deposit mobilization, and cross-sell initiatives while ensuring alignment with the bank's overall retail and branch banking strategy.
• This role is pivotal in ensuring the territory's sales teams operate at peak productivity, leveraging both human and digital channels, and maintaining a competitive edge in the local market.
• The role demands strong leadership, sharp business acumen, and the ability to drive performance through teams.
• SIZE OF THE ROLE
  
  

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Entire portfolio for the region – 50 Crs
• Customer size: 2000
• TPP income: 2.5 Crs
• Forex Fee income: 50 Lacs
• Other income such as MF etc: 25 Lacs
• Team Span – 10 Branch Sales Managers
• Branch Coverage – 10 to 12 branches
• KEY DUTIES & RESPONSIBILITIES OF THE ROLE
  
  

Business/ Financials

• Define and execute a territory-level sales strategy aligned with state and regional business goals, focusing on liability growth and fee income.
• Set territory-wide sales targets across products and monitor sales productivity and pipeline health across all branches and sales teams within the territory.
• Drive initiatives to improve productivity per salesperson, ensuring sales targets are met through both branch-generated and field-generated business.
• Champion cross-sell initiatives, ensuring deeper customer engagement and maximizing wallet share across the portfolio.
• Identify new business opportunities, including sourcing new-to-bank (NTB) customers, deepening existing relationships, and driving wallet share growth.
  
  

Customer

• Ensure customer acquisition efforts prioritize quality over quantity, focusing on sourcing long-term, profitable relationships.
• Work closely with BSMs to ensure timely customer outreach via calls, emails, digital platforms, and in-person meetings.
• Drive initiatives to increase customer retention and relationship deepening, ensuring high levels of customer satisfaction.
• Oversee initiatives to reduce customer attrition and dormant accounts through proactive engagement strategies.
• Coordinate with branches to deliver superior customer service and promptly address sales-related service issues or escalations.
  
  

Internal Process

• Ensure branches and teams adhere to ethical sales practices, avoiding mis-selling and ensuring transparent customer communications.
• Conduct periodic territory-level sales reviews to identify gaps and implement corrective actions.
• Ensure full compliance with banking regulations, KYC/AML guidelines, operational risk frameworks, and audit requirements across all sales activities.
  
  

Learning & Innovation

• Identify training and upskilling needs in liabilities products, sales techniques, and customer engagement and work with HR and state leadership team to deliver targeted programs.
• Prepare a plan and training calendar, implement across territory and review them periodically.
• Create a performance-driven culture by setting clear objectives, monitoring performance, and ensuring accountability at all levels.
• Develop strategies for underperforming regions, ensuring course correction and business turnaround where needed.
• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
  
  

Educational

Qualifications

• Graduate with on-the-job experience in Branch Banking products.
• Post-graduate/MBA/Diploma in Banking & Finance or equivalent specialization is preferred.
  
  

Experience

• 7-12 years of experience in retail banking or financial services, with at least 4+ years in a sales leadership or territory management role.
• Proven track record of managing large sales teams, multi-branch operations, and achieving business targets.
  
  

Certifications

• NA
  
  

Functional Skills

• In-depth knowledge of retail banking products, including liabilities, assets, and third-party products.
• Strong understanding of multi-channel sales strategies, branch banking operations, and customer acquisition models.
• Good understanding of operational standards.
• Proven ability to drive sales productivity, target achievement, and process efficiency.
  
  

Behavioral Skills

• Exceptional leadership & interpersonal skills
• Detail and Quality Orientation
• Problem-solving ability
• Customer Service Orientation
• Team management and Coaching
• Excellent negotiation, persuasion, and relationship-building abilities.
• Resilient, adaptable, and able to operate effectively in a fast-paced, target-oriented environment.
  
  

Competencies Required

• Cultivating Network & Partnerships
• Managing Relationships
• Collaborating
• Driving Execution
• Decision Making
• KEY INTERACTIONS
  
  

INTERNAL

EXTERNAL

• Central Product Team
• Branch Banking Team & Leadership
• Compliance/Audit
• Central Liabilities Product Team & Leadership.
• NR/Resident Customers
• HNI Customers
• Community Influencers, and Local Associations
• New Customer Leads
  
  

PREPARED BY: Liju Thomas

DATE – 5 th May'25

REVIEWED BY: Hitendra Jha

DATE –

LAST UPDATED BY: Liju Thomas

DATE – 5th May'25