Area Sales Manager - BFSI

Area Sales Growth & Profitability

Management to Achieves sales targets for the local area through :

1. Monitoring pipeline funnel & developing a plan with the team to achieve book size and market share

2. Planning & implementing initiatives to identify and bring on board new channel partners

a. Achieves the area gross contribution

b. Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region

c. Ensures minimal client attrition through strong client engagement activities

d. Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis

e. Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.

f. Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs

Client Acquisition & Relationship Management :

a. Drives new client acquisition and retention through mapping of key clients in the area & establishes relationships with them to maintain/ enhance the pipeline funnel.

b. Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.

c. Identifies business potential in new geographic s of the region & penetrates them through marketing events in strategic locations

d. Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.

e. Recommends development of new products based on local market and competitor insights and trends

f. Supports enhancements to existing product service mix according to local specifications by providing inputs to the RSM

Reporting, Audits & Internal Compliance :

a. Monitors the portfolio health in conjunction with the risk team through continuous portfolio surveillance and tight pre screening of proposals sourced in the area

b. Ensures effective risk management by driving policy adherence and compliance in all sales operations activities within the region team

c. Drives compliance through proper loan documentation, adherence to KYC norms and collation of all other relevant information about the client and application of necessary risk mitigation where required.

d Monitors the non-payment of loans, cheque bounces, etc closely and ensure that there are minimal NPAs in the portfolio. Flags off specific cases to the RSM for intervention.

e. Emphasizes strict compliance and adherence with respect to any regulatory/ statutory or legal norms and considerations

- Portfolio quality, Profitability- Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitability Implement measures to ensure profitability

- Track over-due account on a daily basis for the business

- Intervene to ensure collection for initial overdue accounts on timely basis

- Collaborate with Collection teams for remaining over due cases & ensure collection on a timely basis

- Ensure profitability by right pricing, processing fees

- Implement all cost management initiatives on a timely & accurate basis

People Management :

a. Ensures that all relevant product & behavioral training is imparted to RMs to enhance business outcomes and support individual development

b. Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity

c. Trains RMs on product structuring and business finance to enable greater customer connect and increase the perception of their credibility as financial advisors/ representatives