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abacus consultants

Area Sales Head SME LAP, Kolkata

abacus consultants
Kolkata, India
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Job Description

  • Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

Area Sales Head is responsible to lead the SME business for in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills.

  • Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated

Key Result Areas (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets

Channel types

  • Direct Sales Agents
  • Mediators(CAs)
  • Internal sources that provide qualified leads like marketing department
  • Guide Relationship Managers in creating the database of potential channel partners in Area
  • Evaluate potential channel partners in Area
  • Meet & negotiate terms of engagement with potential in line with business potential
  • Onboard the channel partners
  • Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets

  • Set weekly targets with Relationship Managers
  • Conduct weekly review and daily activity tracking of Relationship Managers
  • Meet key customers along with channel partners & Relationship managers
  • Ensure smooth coordination of team with internal stakeholders to process the applications
  • Negotiate commercial terms
  • Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
  • Expedite loan approval decisions by providing risk mitigation solutions

Ensure fulfilment by team of qualified leads provided by mediators, internal sources

  • Ensure team is giving the right picture to customers & no overcommitment is being made
  • Reiterate repeatedly to Relationship managers the business/product USP

Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area

  • Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
  • Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
  • Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
  • Ensure completion of customer transaction by team with appropriate documentation
  • Monitor hygiene post disbursal and provide solutions to any issues like statutory issue

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

  • Gather market intelligence personally and push team to do the same
  • Carry out competition benchmarking
  • Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc

Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area

  • Review overdue account on a daily basis in the Area
  • Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
  • Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees
  • Implement all cost management initiatives on a timely & accurate basis

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area

  • Ensure the team has a clear understanding of the company policy in the market
  • Ensure process adherence by team for pre & post sourcing processes
  • Collate Area level Sales MIS & circulate
  • Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements
  • Mentor the team to display the right sales behaviors and follow right sales practices in the market

People Management – Develop a productive team by recruiting, training, motivating and retaining team members

  • Recruit on a timely basis
  • Implement training plans & ensure personal growth of team members

Complete regular performance reviews and feedback

  • Motivate and ensure retention of team

More Info

Job Type:
Permanent Job
Industry:
Other
Function:
Sales
Employment Type:
Full time

About Company

abacus consultants

Job ID: 148916545

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Last Updated: 10-06-2026 01:28:54 PM
Homejobs in KolkataArea Sales Head SME LAP, Kolkata

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