ABFL-Regional Sales Head-SME-Emerging Markets-Chandigarh

Channel Management- Effectively optimise different types of channel network in Region to ensure meeting of topline & bottom line targets

Channel types 

1. Direct Sales Agents
2. Mediators(CAs)
3.  

• 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