Zonal Sales Manager

Job Purpose:

The purpose of this job is to drive delivery on the national business strategy for DSA/Channel Partner Model and Part Time Employee model in ABCDL in terms of targeted partnerships, sales volumes, profitability and market share. Responsible for building book size as per assigned targets and industry/ prospects coverage, while ensuring sufficient sourcing funnel, revenue generation, profitability, MIS, portfolio management, as per desired levels; to devise effective client origination and relationship building-maintenance strategies as per distinct needs of target constituents; to ensure the end to end management of solutions and transactions with superior delivery and credit quality monitoring of new acquisitions. It serves as a critical point of escalation for specific cases and supports the removal of bottlenecks for the achievement of business goals.

Business Growth & Customer Acquisition/ Engagement

• Identify business growth opportunities and follow through with teams to drive expansion and new customer acquisition to create a book of targeted size
• Drive concerted efforts towards building and strengthening relationships with builders and institutional prospects/ clients
• Communicate national sales objectives clearly and allocate targets to team members appropriately
• Design and deploy relevant solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion (product mix, channel expansion, etc.) as well as cost optimization (product optimization, channel optimization, budget adherence, team productivity, etc.)
• Drive customer-centricity through the team using focused interventions and initiatives (e.g. Customer Satisfaction Survey, NPS (Net Promoter Score), Key Account Management, etc.), guiding zonal teams with relevant focus areas and support as required on the same
• Analyze and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to the Board periodically, as well as down the line for course correction, deviation analysis, etc.

Cross-Selling across ABC products through DSA and Part Time Employee Channel

• Drive activities and initiatives in the team as per group Cross-Selling strategy
• Drive alignment to the adopted Cross-Selling strategy by supporting ASM/Sr. ASMs and teams down the line with requisite communications, training, guidance, etc. as required

Operational Effectiveness

• To refine and drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations
• Drive a high-performance culture 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

Sales Governance

• Set up a framework for comprehensive and efficient sales governance and monitoring of diverse aspects of sales operations
• Design process compliance and operational risk management frameworks together with the Head

Sales Governance, and track adherence periodically

• Define team and channel productivity norms to be tracked for early detection and resolution of underperformance
• Define and track adherence to expense management guidelines, approving/ escalating deviations as per set approval limits
• Ensure coordination between Sales and Sales Governance teams for efficient and business- aligned processing of incentive/ payout disbursements
• Define standards for business and client data management

Team and Internal Stakeholder Management

• Guide and develop team members to facilitate better client engagement, customer acquisition, and more efficient business operations, helping them achieve superior performance standards
• Communicate proactively and regularly with team and key internal stakeholders on business goals and plans to ensure that business objectives are understood, cascaded and achieved
• Nominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives
• Proactively build and maintain relationships with key internal stakeholders for smooth cross- functional coordination and alignment towards achievement of business objectives
• Conduct/ organize relevant engagement and training programs to develop teams and ensure motivation and retention of key talent

Risk Management

• Work with the Risk and Operations teams counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms
• Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
• Review financial risk via analysis of operations MIS and Data Analytics reports
• Drive compliant Sales Operations and sound risk management via partnership among Risk, Operations and Sales Governance teams, and proactive communication and guidance
• Review reports on institutional client accounts, business performance, etc. and liaise with Risk while guiding team on possible delinquency cases
• Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
• Ensure systematic MIS on NPAs and credit trends, and proactively identify risks to maintain portfolio quality and liaise with customers, risk team and

other internal stakeholders as required

Assisting National Head Sales in designing strategy for the channel

• Give inputs to the National Head Sales for designing strategy and operations plan, considering product-environmental factors, competitive forces and sector-specific trends
• Ensure cascade of strategy and plans to the team down the line for effective execution and alignment
• Assist in designing impactful sales incentive/ payout schemes for teams and channel partners, considering prevalent business norms and practices in different zones, and competitive/ macroeconomic factors
• Keep a pulse on industry and market developments, scanning the market and its competitive offerings on a periodic basis; report on and direct teams basis emerging trends and business opportunities