Key Result Areas

Supporting Actions

Deliver Sales growth at the location and expand the customer base

Identify business growth opportunities across the location, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve Cluster targets
Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers.
Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Cluster.
Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster.

Analyze product positioning and competition across the locations and develop the distribution network

Scan the location market and its competitive offerings on a periodic basis, report on emerging trends and business opportunities for the mortgage segment to the head office
Engage with retail DSA channel partners and develop a touch point management system for faster customer connectivity
Conduct engagement programs and sales trainings to develop channel partners
Monitor SLAs, sales efficiencies and RoIe of channels
Effectively deploy schemes and prioritize sales of high revenue products and structures

Drive high levels of customer satisfaction across the location through relationship managers

Monitor client servicing metrics, develop relationship marketing programs and motivate ASHs/RMs and channel partners to display highest levels of client servicing standards
Encourage the implementation of improved processes and best practices in order to enhance operational productivity
Engage with key customers on a periodic to build stronger relationships, thereby contributing to faster growth
Monitor customer issues and complaints and drive necessary action to address the same

Analyze and communicate information for better risk management and operational effectiveness to the management team

Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations
Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals
Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSHs.

Team Management & Development

Guide and develop ASHs/RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards
Nominate teams for product, behavioral and negotiation trainings and work for self development initiatives

Area Sales Head - SME - Tier 1 - CC - Delhi