Job Description

Regional Sales Manager | West | Business Loan (BIL)

We are looking for candidate with exp in BIL in west region (Maharashtra, Gujrat, MP).

Minimum Exp is 12+ years.

Associate Director / Director, BB Acquisition (BIL)

Regional Sales Manager, BB Acquisition (Business Laon)

Reports to (Direct) National Sales Head, Business Banking - BIL

Job Purpose:

- Responsible for formulation and driving execution of strategic agenda for Business Clients for West.

- Maximizing portfolio growth, market share & profitability for the segment (in the region) by delivering on the budgeted business targets. Role entails taking ownership and providing leadership towards delivery of:

- New writing contribution

- On-boarding clients at the desired interest rates and processing fees

- RM Capabilities & Capacity by improving the team productivity

- Regular hiring of the sales frontline team / Team leaders for West with the right quality thus ensuring the desired business volumes are delivered.

- Driving on ground execution of the Customer Value Proposition (CVP)

- Deepening of Customer Relationship

- Sales and Service Architecture

- RM Capabilities & Capacity by improving the team productivity

Key Responsibilities:

Business Performance:

- Provide leadership in the Region for delivering new writing (Disbursement volume) growth and profitability of Business Clients Segment Development & Value Proposition.

- Initiate and collaborate with sourcing channels, credit, operations product and functional teams to deliver the budgeted business volumes

- Build new sourcing channel to ensure a robust and sustainable monthly business volumes

- Give feedback & execute sub-segment strategy and propositions

Relationship Management Standards and Performance:

- Establish and manage standard frontline sales and service team management structure, including specialist and RM hub models

- Lead in the implementation of a systematic relationship management approach to enhance capability and consistency in the sales management discipline

- Responsible for RM capacity and productivity management

- Implementation of RMs competency profiles, recruitment, training & development curriculum including certification, empowerment rules, retention strategies, rewards & recognition programs and career paths.

Customer Segmentation and Portfolio Management:

- Maximize customer value in the region by delivering client funding requirements and after sales support

- Drive cross selling and up-streaming in the region by tailoring solutions to deepen client relationships

- Collaborate with Product Value Streams to develop product bundles, pricing & promotions to improve cross product holding ratio and portfolio growth

Customer Service and Franchise Management:

- Leverage on customer research and competitor benchmarking on customer service and customer loyalty/advocacy metrics including NPS (net promoter scores) and drive initiatives to improve them.

- Collaborate with various product, credit, operations and functional teams to improve customer service delivery through turnaround times and process improvements

- Drive the implementation of global service initiatives and standards for the segment

- Network and maintain contact with external sources to benchmark innovative developments

Risk Management & Governance:

- Understand the risk and control environment in their area of responsibility and drive rectification as required

- Be the first line of defense

- Ensure customer value proposition is implemented in compliance with external & internal regulations & policies i.e. Operational, Credit, Reputational & People Risk

- Display exemplary conduct and live by the Group\'s Values and Code of Conduct.

Leadership and People Development:

- Drive and embed a strong performance culture through an inspiring and rigorous performance management discipline in the region

- Develop and build talents within Business Clients through optimal resourcing, capacity planning, succession planning and engagement

QUALIFICATIONS, EXPERIENCE & SKILLS:

EXPERIENCE:

- Strong working experience preferably in banking or financial industry with Business instalment Loans

SKILLS & KNOWLEDGE:

- In depth understanding of non-individual client segment and product suite requirement for West Region (Maharashtra, Gujarat & MP)

- Market / Competitor Knowledge

- Proven track record of leading and succeeding in a key function of an organization, being responsible for its strategic direction, process and procedure development and control

- Good communication, interpersonal and organization skills

- Proficiency in both spoken and written English

KEY MEASURABLES:

As per portfolio job objectives:

- AUTHORITIES

- JOB HOLDER

LINE MANAGER: National Sales Head, Business Banking, India

BUSINESS HR

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