Vice President - Zonal Sales - South - BFS

VP Zonal Sales South

Job Location :- Bangalore

CTC - Upto 49 LPA(Fixed) + Variable.

Leadership role requiring 10-15 years of hard core sales experience. Job role of Zonal Sales Manager (Karnataka) involves leading a team of 25-30 FTEs to manage 4 varied open market distribution models like Cobrand/Telesales/Point of Sale/Eapply, comprising 2500-3000 contractual workforce manning 10-15 PSA units. Challenging role with the requirement of hands on approach to manage entire sales processes like People management, Productivity management, DIP Management, Channel Partner and Vendor / PSA management, synergizing with Eapply/Channel Development/Corporate Card Channel, Partnering with NAU, WE team, Risk, FCU, Marketing, compliance and customer services.

Internal Description:

Role Summary: MOU Achievement, DIP Management, Cost Management & Partner Management

Delivering Channel MOU Target of New Accounts within planned COA and Business & Productivity metrics

- Leading a team of 20-30 FTEs to manage 4 varied open market distribution models like Cobrand/Telesales/Point of Sale/Eapply, comprising 2500-3000 contractual workforce manning 10-15 PSA units.

- Delivery through open market surrogates with 100% cibil match spanning Metro and Non-metro markets.

- Working within limited sourcing surrogates with limited scope of new surrogates.

- Delivering on high productivity benchmarks due to low approvals in comparison to other sourcing models.

- Premium Cards focus - 15% Premium Penetration

- Monitor CPP & FHF gross and net penetration.

- Monitor quality by reducing card attrition with minimum customer complaints.

- Negotiate competitive rates for sourcing points and other related activities.

- Quick change, managing and evolving within COA budgets keeping eye on competition forms critical success parameter.

DIP Management :

- Oversee DIP process end to end across all sales units in the assigned zone

- Accountable for RTBs, declines and day to day reopening through ERT & SIG.

- Custodian of all the policy implementation and monitoring in the zone on a regular basis to avoid RTB's and Declines.

- Monitor TAT of all applications from sourcing to dispatch to processing centres.

- Monitor TTC by synergizing with operations team.

Channel Partner and Vendor/PSA Management

- Setup new TeleSales Units/Premium Malls/Stores/Corporates/Sales Offices

- Basic infrastructure set up at all locations including identification of property and assisting PSA in managing entire infra regulatory compliance as per local laws.

- Identification and assessment of new telecentres based cost and location viability, point of sale based on footfalls, catchment area and customer inflow meeting sourcing guidelines.

- Work cost benefit analysis based on above assessment to arrive at the rental range for the Point of Sale (Stores/Mall). Manpower manning strategy for cobrand setups. Infrastructure, data and other technological requirements for telesales setup.

- Identify prime spots and negotiate on rentals with store/mall management and other open market crowd sourcing areas.

- Identify corporate/corporate park and negotiate to place sales team for sourcing.

- Manage strong relationships with cobrand, and open market store/mall management to manage permissions and smooth conduct of business.

- Provide Strategic training and hiring inputs to keep pace with dynamic requirements of the financial services industry

- Collaborating with marketing for designing kiosks and maintain the quality in stores and malls.

- Synergizing with E-Apply/Channel Development/Corporate Card Channel

- Ensure fulfilment of leads generated through E-apply channel.

- Co-ordiate with E-apply team to monitor the pickup efficiency and account conversion.

- Supporting Channel development team to identify new business initiatives and increase customer acquisition.

- Synergize with Corporate card team for sourcing through existing relationships.

- Co-ordinate with marketing to implement cash back programmes with Cobrand partners, Stores / Malls

- Assist brand team in finalizing kiosk designs for cobrand partners, high end malls and stores.

- Regular feedback to marketing on competition bench related to product and brand visibility.

- Setup customer service camps in Partner stores, Malls/ Open Market Store for better customer experience.

- Managing customer feedback escalation through VIP customer services team.

Partnering Sales Force Effectiveness team

- Cost Reporting and Management

- BRE Hiring, Productivity and Attrition Management

- Sales Compliance : Policy adherence, Scorecard Implementation, Audit and Corrective Action Policy Implementation

- NFTE Training planning and implementation

- RTB and ERT Processes for Application Curing & other process improvement opportunities.

- Audit of infrastructure & inventory management of office equipment.

- NFTE payroll management, a complex process managed and monitored end to end.

Leading engagement with Risk, NAU and FCU

- Sourcing program/surrogate review for adequacy, simplification and addition/modification to address business goals without compromising on portfolio quality.

- Regular feedback to risk on market dynamics & process improvements.

- Approval rate/Decline data review for Conversion Optimization & ASM training on the same.

- New Policy/Program opportunities

- Application Sampling / Screening and Quality Control

- Effective coordination with NAU to avoid wastage and ASM training on the entire NAU process in partnership with NAU.

- Joint visits with NAU to identify process improvement gaps at both the ends.

- Supporting FCU in local investigations with local support spread across locations.

People

- Providing Leadership and Performance mentoring/coaching to entire team

- Planning and implementing FTE& NFTE hiring required to meet MOU Goals

- Manage strong workforce of 2500-3000 NFTE's.

- Aligning teams across locations and levels to achieve business goals.

- Managing grooming standards of NFTE's to support superior customer experience in Telesales, Cobrand Stores, Premium Malls/Stores, E-Apply and enhance brand image in the market.

- Motivating workforce to man sourcing points in odd hours and weekends within the framework of statutory compliance.

- Identifying and Grooming Critical Talent. Focusing on talent development via Coaching, Mentoring and Training along with HR

- Regular team engagement - one-on-one, skip level, overall team meetings to align to business objectives

- Drive a culture of open, transparent & effective communication to retain talent both at FTE & NFTE's levels.

- Exhibit strong team work and boundary less behavior while working with cross-functional teams.

- Driving team connect/review & training with regular and extensive travel in a widespread territory.

- Talent management and second line creation of NFTE's which are critical to our business

- Manage diversity in the team which is spread across various distribution network managed by a Zonal Heads.

Productivity

- Introduce, implement and review processes, structural effectiveness to maximize FTE/NFTE productivity

- Own and drive application thru-put effectiveness and conversion

- Roll-out process improvements aimed at controllership, compliance and cost

- Use all possible avenues to drive productivity like new technology implementation and evolve the processes at regular pace.

- Manage uniformity of sourcing in diverse territories and diverse team across locations for better results in productivity and quality.

Compliance

- Comply with all regulatory and business compliance processes and policies.

Measures of Success

- Deliver new accounts target for the Zone

- Deliver accounts target within the specified cost budget

- Achieve overall premium accounts target

- Achieve insurance cross-sell target

- Manage statutary compliance across all channels in the zone

Skills Sets Required :

- Proven leadership and performance track record exhibited across years with progressive levels of responsibility.

- Superior negotiation skills and ability to work in complex environment.

- A work history that affirmatively demonstrates leadership and ability to persuade and push others to deliver on commitments.

- A strong commitment to integrity and professionalism, a person who is viewed as a role model and as an agent of positive change.

- Strong relationship management skills.

- Ability to energize, develop and build rapport at all levels within the organization

- Effective communication and clear thinking skills with the ability to synthesize complex issues into simple messages

- Should possess excellent man management skills and should be able to manage the complexity of the diverse territory.

- Extreme customer centric person to be able to manage the sensitivity of smaller markets and train the team to do the same.

- Should be able to train & motivate his team in taking the complete ownership of the market in all aspects.

- Should be able to build & run a process than can manage and monitor locations & people remotely.

Must have qualification:

Post Graduate with minimum 10-12 years of Experience in Sales Management

Relevant Experience in a field: 3-5 years experience of team management at senior level