Area Sales Head SME LAP, Ajmer/ Kota

Job Purpose

To set business objectives for location/areas in line with the SME business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for area wise achievement of business objectives and to execute the SME business’ distribution strategy. To ensure the end to end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions

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 area-wise targets
• Augment the business volumes of SME lending in the location, manage client databases and tap them through Relationship Managers.
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the locations/area.
• Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the area
  
  

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 SME segment to the head office
• Engage with 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 RoI 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 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 RSMs & ZSMs.
  
  

Team Management & Development

• Guide and develop 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