Sales Manager-Bl-Mumbai
Aditya Birla Group
G-Corp Tech Park, Thane, Maharashtra, India
12h ago

4) 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

Supporting Actions

Sales Growth & Client Acquisition

  • Identify and execute sales growth opportunities at a local / area level, driving channel expansion and new account acquisition
  • Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
  • 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
  • Carry out regular meetings and sales calls with prospective clients on a regular basis to source business
  • Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
  • Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
  • Track and report on sales operations and productivity metrics, and work towards building a high-performance sales culture
  • Actively participate in initiatives and contests driven by Business Development teams
  • Operational Effectiveness

  • Work with dual focus on sales volume and value (IRR)
  • Track & ensure SLA adherence, sales efficiencies and RoI
  • Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well
  • Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc.
  • and communicate to ZSM / ASM as well as down the line

    Distribution & Market Expansion

  • Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures
  • Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
  • 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

  • Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes
  • Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring complaint operations
  • Ensure customer queries / complaints are addressed in a timely and effective manner and coordinate personally to expedite the same
  • Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs
  • Risk Management

  • Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team
  • 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
  • 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
  • Proactively identify and report risks in order to ensure portfolio quality is maintained
  • Liaise with the channel partners, customers and the risk team on specific escalation cases
  • Internal Stakeholder Management

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