Regional Sales Manager

Key Result Areas
Supporting Actions
Regional Sales Strategy
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
Ensure cascade of zonal strategy and operational plans down the line for effective execution and alignment
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
Business Growth & Profitability Management
Identify business growth opportunities at a zonal level, drive channel expansion and new account acquisition strategies to achieve business objectives
Envisage business growth & cascade targets to implement sales strategies
Augment the business volumes of Unsecured lending, manage ABG ecosystem, channel databases and tap them through existing relationships
Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the zone
Drive dual focus on sales volume and value (higher yield and margins) through the team
Devise and deploy schemes at strategically timed intervals to bolster sales volumes/ value in sync with market developments and dynamics
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
Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
Monitor SLAs, sales efficiencies and RoI of channels
Encourage the implementation of improved processes and best practices in order to enhance operational productivity and drive channel strength and customer satisfaction
Distribution & Market Expansion
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
Effectively deploy schemes and prioritize sales of high revenue products and structures
Conduct engagement programs and sales trainings to develop teams and channel partners
Risk Management
Support the risk and review process by reviewing the loan sanctioning and
Disbursement process and documentation to ensure controlled operations
Drive compliant Sales Operations and sound risk management via partnership with Risk team
Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
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
Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination
Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
Area Sales Managers – Unsecured Business : Responsible for building the book size for own area of coverage and developing the Unsecured segment with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives; to work closely with National Sales Head and operationalize end to end Unsecured lending transactions with superior product delivery while ensuring credit quality of new acquisitions

Work arrangement
No