1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines)

Zonal Sales Head is responsible to lead the SEG business vertical for ABFL in the Zone to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the zonal team to ensure they are motivated, perform to meet the targets and develop their skills.

2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

Business Workforce Number -

Unit Workforce Number -

Function Workforce Number -

Department Workforce Number Typical team size?

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter Topline Target-

Customer base target-

Conversion ratio-80%

Processing fee-

Net Interest Margin-

Geo-

NPA-less than X%

Cross sell penetration-X%

Type of Customer-Small Enterprises( generally below 50 crs turnover)

Products-LRD, invoice discounting, bill discounting

Ticket size-50 lakhs- 5 crores , avg ticket size of 1.5 crores

TATs- loan decision taken within X days

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

The Zonal Sales Head of SEG Business is responsible to lead the implementation of a differentiated and innovative strategy in the zone that can withstand competitive pressures, especially given ABFL's late entry into the affordable housing lending space having many competitors and many established players. He/she not only has to establish the business but also grow it profitably in the zone.

Key challenges for the SEG Business Zonal Sales Head

a) Scalability: Though it's a late entrant SEG business needs to scale fast within a limited period to catch up with the competitors

b) Market working capital in a retail way: Even though it's a secured line of business since the ticket size is small the volume of customers is high and lot of sectors can be tapped

c) Cost management-The business has to do all the following well to ensure cost is less than competition

1. Distribution challenge-One has to make a trade off between cost & reach

2. Delivery of TAT for loan decision-The decision must be made faster than the time taken for SME loan decisions

3. Disbursal challenge-the disbursal has to be seamless using technology, reduction in documents etc

4. Post disbursal customer service-This must be simplified, standardised, repetitive & reproductive since given the volumes personalised service is not possible

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas Supporting Actions

Channel Management- Effectively grow and leverage channel network in Zone to ensure meeting of topline & bottom line targets

Channel types

1. Direct Sales Agents

2. Mediators(CAs)

3. Internal sources that provide qualified leads like marketing department - Explore & identify potential channel partners in the zone

- Review evaluations of potential channel partners by Regional Heads in zone & approve/appoint them

- Meet & negotiate terms of engagement with potential zonal level channel partners in lines with business potential

- Onboard zonal level channel partners

- Engage constantly with & activate key zonal level channel partners while ensuring targeted ROEs for the channel partners

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets

- Set weekly targets with Regional Heads

- Conduct weekly review of Regional Heads

- Manage sales forecasting, planning, and budgeting processes

- Meet key zonal level customers along with channel partners

- Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines

- Review suggested commercial terms by team for negotiation

- Ensure appropriate Funnel management in the Zone to ensure adequate conversion from login and disbursement

- Ensure fulfillment by team of qualified leads provided by connectors aggregators, internal sources

- Implement Zonal sales programs

Disbursal; Customer Service - Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Zone - Intervene & sort out coordination issues of team with internal stakeholders to process the applications

- Put in a place a process for smooth coordination of team with vendors for timely submission of relevant customer documents

- Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal

- Ensure completion of customer transaction by team with appropriate documentation

- Set & meet customer service standards

Company understanding ; Market Intelligence-Understand company; Gather market intelligence towards evolving competitive business strategy, policies & processes - Be completely in alignment with top management thinking, goals, strategy by accessing information on the same from various group forums

- Ensure systematic gathering of market intelligence in the zone

- Anlayse the Competition benchmarking done by the team

- Make recommendation to National Head basis competition benchmarking for changes in policy, processes for better customer experience & high quality portfolio

- Ensure geographical/Market expansion in the Zone by exploring potential of new localities in tandem with making an assessment of possible leadership, admin & infra requirement for the same in advance

Portfolio quality; Profitability -Ensure quality of portfolio to minimize NPAs; Design measures to ensure profitability of Zone

- Review over due account on a daily basis in the zone

- Ensure interventions by team to ensure collection for initial overdue accounts on timely basis

- Ensure collaboration by team with Collection teams for remaining over due cases & ensure collection on a timely basis

- Drive focus on profitability by the team in the zone through right pricing, cross selling & processing fees

- Ensure effective cost management (cost to income ratio) by designing various initiatives like , minimizing sales travel costs, streamlining of processes, higher productivity, digitization of processing, reduction in turnaround time, maintaining appropriate approval ratios(login to approval, approval to disbursal)

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Zone - Ensure process adherence by team for pre & post sourcing processes

- Collate Zonal level Sales MIS & circulate

- Participate in internal & external audits, sales governance audits and post audits close all open items for the Zone and implement actions/process improvements

- Create systems, processes, best practices and take initiatives to improve department efficiency & effectiveness

People & stakeholder Management - Develop a productive team by recruiting, training, motivating and retaining team members - Recruit on a timely basis

- Implement training plans

- Be a role model of company values

- Complete regular performance reviews and feedback

- Motivate and ensure retention of team

- Engage stakeholders and market themselves and the department to them

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Regional Sales Head is responsible to lead the SEG business vertical for ABFL in the Region to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills.

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type Frequency Nature

Internal

National Sales Head

Team

ABG companies

Support functions like HR, Fin, Risk, Collections Legal

Daily

Daily

Need basis

Need basis Daily

Update, Review Discussions

Lead, Guide, Monitor

For cross selling

To avail a service

External

Dealers & vendors of ABG

Channel partners

Customer Weekly

Weekly

Daily Cross selling, lead generation

Sourcing business, Review

Escalation Management

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

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