Regional Sales Manager | West | Business Loan (BIL)

• We are looking for a candidate with exp. in BIL in west region (Maharashtra, Gujrat, MP).
• Minimum Exp is 12 years.
• Associate Director / Director, Regional Sales Manager, BB Acquisition (BIL)
• 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.

Role

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
  
  

Experience 

QUALIFICATIONS, EXPERIENCE & SKILLS

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