RSM- SME LAP ( Discreet)

Job Title: Regional Sales Manager Date:

Job Holder Name: Dept: SME - LAP

Reports To: NSM – SME LAP Location: Chennai

1: Job Purpose Statement (Summarise in one/two statements why this job exists and the contribution makes to the overall business of the company).

Spearheading and developing the SME LAP business volume & profitability of the region along with managing resources, risk and return for the key zone through prudent portfolio management practices.

2: Duties & Responsibilities (List in the order of importance the duties & responsibilities of this job)

1. To grow the SME LAP loan business and achieve the targeted loan book size.
2. To increase the productivity in terms of value and number of loan disbursals as a team.
3. To optimize the cost of client acquisition per disbursal.
4. To increase the income from each client acquisition.
5. Identifying, Recruiting and Driving channel partners DSAs on a continuous basis to ensure continuing sales growth.
6. Should have direct experience in working out & negotiating commercial agreements.
7. Ensuring basic business quality parameters such as TAT, Lead Management etc maintained by the team
8. Ensuring basic Sales Process in the team by imparting continuous Product and Process training for the front end team, setting individual Sales Target and Monitoring regular productivity etc
9. Recruitment and Training of Sales Managers,
10. Sphere-heading various awareness and lead generating activities done by the team in order to increase the inflow of customer enquiry which further resulting into increased business volume
11. Accountable for the profitability of the channel and productivity of team members
12. Incorporating various check-points within the sales process of the team to ensure quality sourcing by the team ensuring acquisition of quality assets.

3: Organisational Relationship (Provide an organisational chart which illustrates the organisational structure above and below this position).

NSM – SME - LAP

Regional Sales Manager – SME LAP

4: Key Challenges (List the key tasks performed to support the main objectives of the position).

• The end-to end management of client pipe line require lot of coordination effort.
• The absence of support staff on field requires lot of manual effort in less value added activities.

5: Decision Making Authority (Describes the type of decisions made alone, those on which the manager must be consulted, those referred to a higher level, and job procedures to be followed).

• Rejection of cases
• Evaluation of Financials of prospecting firms/customers.
• Recommending Institutional Tie-ups.
• Recommending New Product Design or features.
• Recommending Cases to Put up for appraisal.

6: Job Requirements (Describe the educational requirements, suggested year and type of experience, nature and extent of skills/abilities required for the desired position).

Professional Qualification

Skills and Knowledge

Competencies

• MBA degree is preferable with experience in Business development of 12 -15 years.

• Sound product knowledge.
• Good networking skills
• Good Team spirit & Leadership skills.
• Problem solving.
• Time Management.
• Resource Management.
• Financial Analysis
• Ability to make tough decisions.

• Innovation Led Transformation.
• Result Orientation with Execution excellence.
• Customer Focus.
• Determination.
• Accuracy
• Integrity