Area Sales Manager- Chennai Full Time NEW

The purpose of this job is to plan area (city/ branch) sales and business growth with the Zonal Sales Manager (ZSM) and achieve set targets through the team while complying with sales processes and guidelines at all times. It drives cross-selling across ABC products/ solutions as per regional plans and unique client requirements. It works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases.

Job Context & Major Challenges

Job Context/Job Challenges:Organizational Context:

ABC Digital has been incorporated as a wholly owned subsidiary of Aditya Birla Capital in 2023 to engage in distribution of Aditya Birla Capital products and providing services to customers, including web-based services, e-commerce, and payments facilities and allied activities.

ABC Digital is developing an omni-channel based D2C platform (website and app) to acquire new customers and serve them seamlessly. In addition, ABC Digital has started a virtual engagement management through inbound and outbound calling. Also, ABC Digital is engaged in cross-selling different ABC products to walk-in branch customers.

Job Context Key Aspects

Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, catering to a diverse range of customer segments through its various lending offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABCDL’s business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.

While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.

Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients

For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.

The ASM/Sr. ASM is responsible for achieving sales targets as agreed with the ZSM, in terms of targeted book size, profitability, growth & customer service objectives.

Key Challenges

To create a sales operating plan with the team, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at achieving sales targets

To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city

To constantly upgrade financial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability

To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets

To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs

Enabling Skill Sets & Qualifications

Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.

Education & experience required to fulfil this profile are a postgraduate with minimum 6 – 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 – 4 yrs experience should be in HFC/Lending sales.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Branch Sales Planning & Management Work with ZSM on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)

Report on and direct team’s basis emerging trends and opportunities

Manage day-to-day branch operations and administration

Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ZSM as well as to team members

KRA2 Customer Acquisition/ Engagement Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts

Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure

Deploy efforts/ initiatives in consultation with ZSM, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas

Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization

Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships

KRA3 Operational Effectiveness Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations

Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required

Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA4 Cross-Selling across ABC products Drive activities and initiatives in the team as per cross-selling strategy agreed with ZSM

Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required

KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required

KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms

Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations

Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports