Duties and Responsibilities:
1. Business Growth & Sales Management:
- Achieve zonal disbursement targets for dealer inventory funding (WCF/SCF/Channel Finance limits).
- Monitor dealer indent, inventory levels, and optimize limit utilisation.
- Drive penetration of captive finance programs in coordination with OEM regional leadership.
- Develop monthly/quarterly sales plans aligned with OEM production and dealer retail forecasts.
- Identify opportunities for new programs, rate structures, and dealer engagement initiatives.
2. Dealer Relationship Management:
- Build strong relationships with key dealerships, dealer principals, CFOs, and management teams.
- Ensure consistent engagement and timely resolution of dealer queries, complaints, and service issues.
- Conduct quarterly dealer performance reviews and ensure adherence to covenants.
- Expand dealer onboarding footprint within the zone as per business strategy.
3. Portfolio Management & Operational Excellence:
- Own overall portfolio health for the zone-DPD, SMA, overdue settlements, inventory ageing.
- Review daily operational MIS, aging stock, payment patterns, and dealer cashflows.
- Coordinate with Operations for seamless disbursement, documentation, and limit maintenance.
- Ensure SOX/internal audit readiness and adherence.
4. Team Leadership:
- Lead and guide a team of Business Managers within each zone for different States.
- Conduct regular sales reviews, target allocation, performance appraisals, and capability building.
- Coach teams on dealer financial analysis, negotiation, and relationship skills.
- Foster a high-performance culture with accountability and integrity.
5. Cross-functional Collaboration:
- Work closely with OEM Regional Sales teams for synchronized field strategies.
- Partner with Credit, Risk, Collections, Legal, and Operations for efficient execution.
- Support corporate initiatives, digital transformation projects, and process improvements.
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