Zonal Sales Manager-Unsecured BL

 Key Result Areas: 
Regional Sales Strategy o Work with NSM on designing zonal strategy considering regional factors,
competitive forces and consumer preferences in a manner that supports
achievement of national business goals
o Ensure cascade of zonal strategy and operational plans down the line for effective
execution and alignment
o Scan the market and its competitive offerings on a periodic basis; report on and
direct basis emerging trends and business opportunities for the unsecured
segment
Profitability Management

• Identify business growth opportunities at a zonal level, drive channel expansion
  and new account acquisition strategies to achieve business objectives
  o Envisage business growth & cascade targets to implement sales strategies
  o Augment the business volumes of Unsecured lending, manage ABG ecosystem,
  channel databases and tap them through existing relationships
  o Drive relationships with key clients, faster TAT and cross selling initiatives in order
  to increase the client base of the zone
  o Drive dual focus on sales volume and value (higher yield and margins) through the
  team
  o Devise and deploy schemes at strategically timed intervals to bolster sales
  volumes/ value in sync with market developments and dynamics
  o Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel
  expansion, new product launches, new branches, new channel development, etc.,
  communicate to NSM as well as down the line, and drive appropriate actions
  through the team

Operational Effectiveness

• Drive process efficiencies and faster TATs through strong relationships with
  stakeholders across processes and functions, in order to support channel presence
  and customer base expansion
  o Monitor and report on sales operations and productivity metrics to drive a high-
  performance sales culture
  o Monitor SLAs, sales efficiencies and RoI of channels
  o Encourage the implementation of improved processes and best practices in order
  to enhance operational productivity and drive channel strength and customer
  satisfaction
• Engage with various corporate, ABG ecosystem and channel network stakeholders
  and develop/ drive a touch point management system for faster customer
  connectivity and loan processing-disbursement
  o Effectively deploy schemes and prioritize sales of high revenue products and
  structures
  o Conduct engagement programs and sales trainings to develop teams and channel
  partners

Risk Management o Support the risk and review process by reviewing the loan sanctioning and
o Disbursement process and documentation to ensure controlled operations
o Drive compliant Sales Operations and sound risk management via partnership with
Risk team
o Liaise with the customers and the Risk team as required to provide regular
information required for monitoring the creditworthiness of the proposals
o Manage portfolio activities augmenting and driving alignment with early alert
strategies to reduce losses
o Proactively identify risks to maintain portfolio quality and liaise with channel
partners, customers and the risk team in escalation cases, supporting coordination
with systematic MIS on NPAs and credit trends

Team and Internal
Stakeholder Management

• Guide and develop ASMs and SMs to facilitate better channel management,
  customer acquisition and support, and help them to achieve superior performance
  standards
• Nominate teams for product, behavioral and negotiation trainings and work for
  self-development initiatives
  o Proactively build and maintain relationships with key internal stakeholders for
  smooth cross-functional coordination