Area Sales Manager - NBFC

Key Result Areas :

Area Sales Growth & Profitability Management

- 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

- Achieves the area gross contribution

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

- Ensures minimal client attrition through strong client engagement activities

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

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

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

Client Acquisition & Relationship Management :

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

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

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

- 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.

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

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

Reporting, Audits & Internal Compliance :

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

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

- 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.

- 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.

- 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

- 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 :

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

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

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