Key Result Areas

Supporting Actions

Sales Growth & Client Acquisition

Identify and execute sales growth opportunities at a local/ area level, driving referral and professional loan expansion and new account acquisition
Deliver on sales targets by building strong relationships in the local network
Segment the market and identify potential direct clients, approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
Carry out regular meetings and sales calls with prospective clients on a regular basis to source business
Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base

Operational Effectiveness

Work with dual focus on sales volume and value (IRR)
Track & ensure SLA adherence, sales efficiencies and RoI
Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

Distribution & Market Expansion

Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures
Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
Engage with Local Network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution

Customer Servicing & Relationship Management

Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes
Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations
Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same
Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

Risk Management

Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team
Ensure closure of deal documentation and credit administration requirements, including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements
Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance
Proactively identify and report risks in order to ensure portfolio quality is maintained
Liaise with the channel partners, customers and the risk team on specific escalation cases

Internal Stakeholder Management

Partner with peer RMs to overcome challenges and support sales growth via effective channel management, customer acquisition
Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk Management) for smooth and efficient transactions and issue resolution

Territory Sales Manager - Unsecured Direct - Delhi