Sales Manager - DSA

Key Result Areas

Supporting Actions

Sales Planning and DSA Management

• Define and execute a plan for target achievement in conjunction with ASMABHFL, considering competitive forces and local trends
• Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
• Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
• Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively

Customer Acquisition/ Engagement

• Identify local business growth opportunities, and refine DSA engagements accordingly
• Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and customer satisfaction
• Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals
• Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization

Operational Effectiveness

• Track and ensure efficient DSA business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
• Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL

Cross-Selling across ABC products

• Drive DSA partner efforts as per Cross-Selling strategy agreed with ASMABHFL, interfacing with end customers/ prospects as required

Self-Development and Internal Stakeholder Management

• Stay up to date on market developments, DSA engagement practices/ innovations, negotiation and relationship building skills for enhanced customer acquisition and engagement efforts through the DSA channel
• Attend relevant technical and behavioral trainings/ seminars and work on self-development initiatives
• Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets

Portfolio Risk Management

• Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
• Liaise proactively with DSA partners and end prospects/ customers for clarity on and adherence to risk management measures
• Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality