Job Description
Job Purpose
The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with branch plan and objectives, leading and supporting the Sales Officer team in achieving targets and managing client relationships. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations, and portfolio health. It also drives and executes cross-selling across ABHFL and ABC products/ solutions as per branch level objectives and client requirements.
Key Result Areas
KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Sales Planning & Management Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team
Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challenges
Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the same
Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM ABHFL as well as to team members KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination
Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction
Intervene where required to manage customer complaints/ grievances effectively, and escalate to ASM ABHFL as necessary to secure customer relationship KRA3 Operational Effectiveness Monitor and ensure efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations
Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact KRA4 Cross-Selling across ABFSG products Drive team efforts as per Cross-Selling strategy agreed with ASM ABHFL
Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, and hand-hold as required
Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives
Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks
Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality
