ABFL-Sales Manager-BL-Saharanpur
Aditya Birla Group
Mohalla Ram Nagar Sharanpur, Uttar Pradesh, India
21h ago

4) 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)

Supporting Actions

Sales Growth & Client Acquisition

o Identify and execute sales growth opportunities at a local / area level, driving channel expansion and new account acquisition

o Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes

o 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

o Carry out regular meetings and sales calls with prospective clients on a regular basis to source business

o Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline

o 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

o Work with dual focus on sales volume and value (IRR)

o Track & ensure SLA adherence, sales efficiencies and RoI

o Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

Distribution & Market Expansion

o Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures

o Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment

  • o Engage with DSA channel 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

    o Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes

    o Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations

    o Ensure customer queries / complaints are addressed in a timely and effective manner and coordinate personally to expedite the same

    o Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

    Risk Management

    o Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team

    o 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

    o 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

    o Proactively identify and report risks in order to ensure portfolio quality is maintained

    o Liaise with the channel partners, customers and the risk team on specific escalation cases

    Internal Stakeholder Management

    o Partner with peer RMs to overcome challenges and support sales growth via effective channel management, customer acquisition

    o Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk Management) for smooth and efficient transactions and issue resolution

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