Head - Sales - Small Enterprise Group Lending Vertical - BFSI

To lead the strategy for Small Enterprise Group lending vertical Pan India. With accountability for achievement of portfolio & bottom-line growth targets; monitoring/ assessing asset performance and achieving targeted return on equity.

Strategic planning:

- Identifies and leads a differentiated strategy for the segment through Policy, process and pricing

- Reviews & finalizes annual budgets, sales objectives and operational plans.

- Works with credit to develop approval guidelines in line with business model

- Builds a sales incentive plans to drive performance

- Devises sales promotion programs

Systems and Process efficiency:

- Works with product to facilitate decision making tools like rule engine, scorecards to reduce TAT.

- Ensures all processes are best in class & enabled by technology to ensure greater standardization and STP

- Devises a funnel management strategy, ensuring consistent rate of conversion from login to disbursement

- Pushes for improving the customer service standards

- Collaborates with stakeholders in formation & modulation of product, process, geography, resource configuration, budgeting and internal and external value chain ecosystem

Market Intelligence - Reviews competition, analyses insights received from team and identifies actions around internal policies, processes

- Recommends to management, influences policy, processes to better customer experience as well as improve quality of the portfolio

Portfolio quality and deepening customer engagement:

- Institutionalizes a robust tracking & monitoring process for accounts overdue daily

- Reviews interventions to ensure collection for initial overdue accounts on timely basis, intervenes personally to mitigate where potentially high possibility of delinquent accounts

- Devises tracking mechanism with Zonal heads for timely review of all accounts

- Drives wallet share and cross sell behavior through framing of Sales incentive programs periodically

People Management:

- Monitoring quality of hiring, talent retention

- Coaches team, direct reports, takes regular inputs to address bottlenecks in sales SOPs and productivity

- Ensures relevant training for team on technology, credit, customer relationship management

- Conducts & ensures regular performance reviews and feedback

- Motivates and ensures retention of key talent