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Job Description: Zonal Sales Head – SME Retail & Emerging Markets Role Overview The Zonal Sales Head – SME Retail & Emerging Markets is responsible for driving SME retail business growth across assigned zones by sourcing business through DSA (Direct Selling Agent) channels. The role focuses on expanding presence in Tier 2, Tier 3, and Tier 4 markets while leading and managing a team of Regional Sales Managers (RSMs) to achieve zonal objectives.
Key Responsibilities
- Drive SME retail business growth through DSA networks across assigned geographies.
- Develop and execute sales strategies to scale business in Tier 2, Tier 3, and Tier 4 locations.
- Build, manage, and strengthen the DSA ecosystem to ensure sustainable and quality sourcing.
- Lead, mentor, and manage teams of RSMs to deliver zonal business targets.
- Monitor sales performance, pipeline health, and productivity at zone, region, and individual levels.
- Ensure adherence to credit policies, compliance standards, and operational processes.
- Partner with Credit, Operations, and Risk teams to improve approval rates and TATs.
- Conduct regular market reviews, competitor analysis, and business planning for emerging markets.
- Review MIS dashboards, lead reviews, and implement corrective actions where required.
- Drive brand visibility and long-term stakeholder relationships in emerging markets.
Key Performance Indicators (KPIs)
- Business Achievement: Zonal SME disbursement volumes and revenue growth through DSA channels.
- Team Management (Critical KPI):
- Effectiveness in hiring, developing, motivating, and retaining RSM teams.
- Improvement in team productivity, capability building, and succession readiness.
- Performance reviews, coaching, and achievement of individual and regional targets.
- Market Expansion: Penetration and growth across Tier 2, Tier 3, and Tier 4 locations.
- DSA Productivity: Active DSA base, conversion ratios, and quality of sourcing.
- Operational Hygiene: Compliance adherence, reduction in reworks, and TAT improvement.
Key Skills & Competencies
- Strong understanding of SME retail lending and DSA-led distribution models.
- Proven experience in managing large, multi-location sales teams.
- Ability to scale businesses in emerging and underpenetrated markets.
- Strong leadership, people management, and stakeholder engagement skills.
- Data-driven approach to performance management and decision-making