Regional Sales Head - SME - SEG

Aditya Birla Group

  • Ludhiana, Punjab
  • Permanent
  • Full-time
  • 10 days ago
Job Description:Job PurposeJob Purpose DescriptionBusinessFinancial ServiceUnitABFLLocationPunjabPoornata Position Number of the jobReports to: Poornata Position NumberPoornata Position Title of the job (30 characters max)Regional Sales HeadReports to: Poornata Position TitleZonal Sales Head, SEGFunctionSalesReports to: FunctionSalesDepartmentEB _Small Enterprises GroupReports to: DepartmentEB_Small Enterprises GroupDesignation of the EmployeeRegional Sales HeadDesignation of the ManagerZonal Sales Head, SEGDate of writing/updation of JD1-Feb-221) Job Purpose: Write the purpose for which the job exists (in 2-3 lines)Regional Sales Head leads the SEG business vertical in the Region to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she must develop and manage the area sales as well as the front line sales team to ensure they are motivated, perform to deliver sales targets for the geography.2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.Business Workforce Number
(Max 254 Characters)Unit Workforce Number
(Max 254 Characters)Function Workforce Number
(Max 254 Characters)Department Workforce Number
(Max 254 Characters)Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/SectionThe regional sales head of the SEG Business leads execution of innovative/ differentiated and innovative strategy for the region/ geography to stay ahead of competition – banks and other NBFCs.Key challenges for the SEG Business RSH * Scale & distribution: the business is all about retail and distribution. Drive the secured lending segment with an avg 1cr ticket size
  • TAT: is an important criterion for this business – drive a parametrized lending approval process to cut the lead time for approval until disbursal;
  • Technology: increasing adoption of technology by competition bringing down TAT and cost per customer
  • Pricing: lending rates continue to drop – stiff competition from banks and NBFCs
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)Key Result AreasSupporting ActionsChannel Management- Effectively optimise different types of channel network in Region to ensure meeting of topline & bottom line targetsChannel types * Direct Sales Agents
  • Mediators(CAs)
  • 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
5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)Regional Sales Head leads the front-line sales team of the SEG business. He/she has to develop and manage the regional team to ensure they are motivated, perform to deliver targets and maintain overall productivity of the team.6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectivesRelationship TypeFrequencyNatureInternalZonal Sales HeadTeamABG companiesSupport functions like HR, Fin, Risk, Collections LegalDailyDailyNeed basisNeed basisUpdate, Review discussionsLead, Guide, MonitorFor cross sellingTo avail a service CoordinateExternalChannel PartnersCustomersDealers & vendors of ABGDailyDailyDailySourcing business, ReviewNegotiation, Relationship buildingCross selling, lead generation

Aditya Birla Group