Reporting To: Zonal Manager

Role Category: Commercial Vehicle - Heavy Commercial Vehicle Loans - Business - Collections

Role Overview:

The Regional Manager will be responsible for driving business growth, credit quality, portfolio quality, collections, customer experience, and people management for the Commercial Vehicle (CV) and Heavy Commercial Vehicle (HCV) loan business across the assigned region.

The role will focus on expanding the regional loan portfolio, strengthening dealer and channel relationships, improving customer acquisition and conversion, ensuring portfolio quality, and achieving business and collection targets.

Key Responsibilities:

1. Business Development - Growth:

- Prepare and execute the annual regional business plan with monthly and quarterly targets.

- Drive CV and HCV loan disbursement growth across the assigned region.

- Achieve minimum 5% quarterly and 20% annual business growth, as per business objectives.

- Identify new markets, dealers, customers, and channel opportunities.

- Continuously review business performance and take corrective action to address gaps.

- Monitor lead quality, pipeline, conversion, and disbursement performance.

2. Dealer - Channel Management:

- Develop and maintain strong relationships with commercial vehicle dealers, channel partners, DSAs, and other sourcing channels.

- Identify and onboard new business partners to expand market coverage.

- Improve productivity and business contribution from existing channels.

- Drive promotional and market activation activities to generate quality leads.

3. Loan Processing - Conversion:

- Monitor the complete customer journey from lead generation to loan disbursement.

- Review pending cases and ensure timely closure.

- Improve turnaround time and conversion ratios.

- Monitor applications, approvals, documentation, and disbursements.

- Ensure effective coordination between sales, credit, operations, and collections teams.

4. Credit - Portfolio Quality:

- Ensure quality sourcing of CV and HCV loan customers.

- Monitor credit quality and portfolio performance.

- Review TPS/PDD conversion and pending cases.

- Ensure cases pending for more than 60 days are minimized or eliminated.

- Identify early warning indicators and take corrective measures.

- Ensure adherence to credit policies, processes, and risk guidelines.

5. Collections - Delinquency Management:

- Drive collection performance across the region.

- Monitor overdue accounts, delinquency, and collection efficiency.

- Review collection performance regularly and implement corrective action.

- Work closely with collection teams to improve recovery and reduce portfolio stress.

- Ensure timely resolution of critical and long-pending accounts.

6. Customer Experience - Compliance:

- Monitor customer complaints across the region.

- Ensure timely resolution of customer issues.

- Identify recurring complaints and improve processes and response time.

- Ensure adherence to regulatory, operational, and internal compliance requirements.

- Maintain a strong customer-centric approach throughout the loan lifecycle.

7. People Management - Leadership:

- Lead, coach, and develop the regional sales and collections teams.

- Set clear performance objectives and monitor achievement.

- Review individual and team productivity.

- Provide regular feedback, coaching, and performance guidance.

- Build a culture of accountability, ownership, and execution excellence.

Key Performance Indicators:

- CV - HCV Loan Disbursement Growth

- Regional Business Growth

- Monthly / Quarterly Target Achievement

- Lead Generation - Conversion

- Dealer / Channel Partner Productivity

- Portfolio Quality

- Collection Efficiency

- Delinquency / Overdue Reduction

- Credit - Process Compliance

- Customer Complaint Resolution

- Turnaround Time

- Team Productivity

Ideal Candidate:

- 10+ years of relevant experience in Commercial Vehicle / HCV financing, vehicle loans, NBFC, banking, or financial services.

- Strong experience in CV/HCV business development and regional operations.

- Proven experience in dealer, DSA, and channel partner management.

- Strong understanding of credit, collections, portfolio management, and risk.

- Demonstrated ability to drive business growth while maintaining portfolio quality.

- Strong leadership, analytical, negotiation, and people management skills.

- Willingness to travel extensively across the assigned region.

Role Success:

Drive CV - HCV Growth, Build Strong Channels, Maintain Portfolio Quality, Strengthen Collections, Lead High-Performing Teams