Regional Sales Head - SME - SEG - Ludhiana

Aditya Birla Group

Ludhiana, India

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Posted 7 days ago
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Job Description

Business

Financial Service

Unit

ABFL

Location

Punjab

Poornata Position Number of the job

Reports to: Poornata Position Number

Poornata Position Title of the job (30 characters max)

Regional Sales Head

Reports to: Poornata Position Title

Zonal Sales Head, SEG

Function

Sales

Reports to: Function

Sales

Department

EB _Small Enterprises Group

Reports to: Department

EB_Small Enterprises Group

Designation of the Employee

Regional Sales Head

Designation of the Manager

Zonal Sales Head, SEG

1) Job Purpose:Write the purpose for which the job exists (in 2-3 lines)

Regional Sales Head leads the SEG business vertical in the Region to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she must develop and manage the area sales as well as the front line sales team to ensure they are motivated, perform to deliver sales targets for the geography.

2) Job Context & Major Challenges:Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

The regional sales head of the SEG Business leads execution of innovative/ differentiated and innovative strategy for the region/ geography to stay ahead of competition - banks and other NBFCs.

Key challenges for the SEG Business RSH

Scale & distribution: the business is all about retail and distribution. Drive the secured lending segment with an avg 1cr ticket size
TAT:is an important criterion for this business - drive a parametrized lending approval process to cut the lead time for approval until disbursal
Technology: increasing adoption of technologyby competition bringing down TAT and cost per customer
Pricing:lending rates continue to drop-stiff competition from banks and NBFCs

3) Key Result Areas:Writethe 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)
Key Result Areas	Supporting Actions
Channel Management- Effectively optimise different types of channel network in Region to ensure meeting of topline & bottom line targets Channel types Direct Sales Agents Mediators(CAs)	Identifies potential channel partners in region Submit evaluations of potential channel partners in region to Zonal Head for approval Negotiates terms of engagement with potential channel partners in lines with business potential Engages with & activates key regional 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	Sets weekly targets with Area Heads Conducts weekly review of Area Heads Meets key customers as well as channel partners Ensures alignment of cases put up by the channel partners daily within the internal policies /guidelines Negotiates commercial terms Ensures appropriate Funnel management in the Region to ensure adequate conversion from login and disbursement Ensures fulfillment by team of qualified leads provided by connectors, internal sources Implements sales programs, drives program KPIs/ behaviours
Disbursal Customer Service - Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Region	Ensures smooth coordination of team with internal stakeholders to process the applications Ensures smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal Takes actions to mitigate possible risks
Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes	Ensures systematic gathering of market intelligence Ensures geographical/Market expansion in the Region
Portfolio quality Profitability -Maintain quality of portfolio to minimize NPAs Implement measures to ensure profitability of Region	Reviews overdue account daily Ensures collaboration with Collection teams for timely collections Leverages opportunities for cross selling within the group
Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Region	Collates market level Sales MIS & circulate Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements Ensure sharing of best practices among the Area Sales heads
People Management - Develop a productive team by recruiting, training, motivating and retaining team members	Recruit on a timely basis Implement training plans & mentor team members Complete regular performance reviews and feedback Motivate and ensure retention of team

4) Job Purpose of Direct Reports:Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Regional Sales Head leads the front-line sales team of the SEG business. He/she has to develop and manage the regional team to ensure they are motivated, perform to deliver targets and maintain overall productivity of the team.

5) Relationships:Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives
Relationship Type	Frequency	Nature
Internal
Zonal Sales Head Team ABG companies Support functions like HR, Fin, Risk, Collections Legal	Daily Daily Need basis Need basis	Update, Review discussions Lead, Guide, Monitor For cross selling To avail a service Coordinate
External
Channel Partners Customers Dealers & vendors of ABG	Daily Daily Daily	Sourcing business, Review Negotiation, Relationship building Cross selling, lead generation