Sales Manager - Retail

Job Purpose

The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with branch plan and objectives, leading and supporting the Sales Officer team in achieving targets and managing client relationships. This role coordinates with Risk, Operations and Sales Goverce teams to ensure compliant and efficient sales operations, and portfolio health. It also drives and executes crossselling across ABHFL and ABC products/ solutions as per branch level objectives and client requirements

Job Context

Major Challenges

Key Aspects:

To assign sales targets to team members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., and ensure achievement of set targets

To upgrade ficial operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability

To drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets

To ensure credit quality, effective portfolio selection/ prescreening, and work closely with Risk team members to minimize potential NPAs while driving sales

To ensure compliant sales operations at all times, despite sales pressures and market cycles

Enabling Skill Sets

Qualifications

Critical skill sets required to meet these challenges include commercial acumen, team management and communication, productmarket awareness, and execution skills.

Education experience required to fulfil this profile are a graduate with minimum 5 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 2 3 yrs experience should be in HFC sales

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)

KRA1 Sales Planning Management

• Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team
• Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challenges
• Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the same
• Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
• Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
• Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM ABHFL as well as to team members

KRA2 Customer Acquisition/ Engagement

• Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination
• Work closely with team members, handholding critical/ complex transactions to ensure favorable closure with customer satisfaction
• Intervene where required to manage customer complaints/ grievances effectively, and escalate to ASM ABHFL as necessary to secure customer relationship

KRA3 Operational Effectiveness

• Monitor and ensure efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations
• Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce)
• Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA4 CrossSelling across ABFSG products

• Drive team efforts as per CrossSelling strategy agreed with ASM ABHFL
• Drive alignment to the adopted CrossSelling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required

KRA5 Team and Internal Stakeholder Management

• Guide and develop team members for enhanced customer acquisition and engagement efforts, and handhold as required
• Nominate teams for relevant technical and behavioral trainings/ seminars and work on selfdevelopment initiatives
• Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets

KRA6 Portfolio Risk Management

• Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms
• Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks
• Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality

Disclaimer : This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.