Area Sales Head SME LAP, Bangalore

Abacus Consultants; Bengaluru; On-site; INR 600,000 - 1,200,000; Full time

Job summary

Abacus Consultants in Bengaluru invites a dynamic SME Lending Sales professional to expand the customer base and drive loan growth. You will collaborate with Relationship Managers to nurture client relationships, tap growth opportunities, and achieve area-wise targets.

The role emphasizes lead generation, channel engagement, and effective product positioning within a competitive SME lending market, with a focus on customer satisfaction and compliant, efficient operations.

Responsibilities

• Deliver Sales growth at the location and expand the customer base
• Identify business growth opportunities across the location, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve area-wise targets
• Augment the business volumes of SME lending in the location, manage client databases and tap them through Relationship Managers
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the locations/area
• Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the area
• Analyze product positioning and competition across the locations and develop the distribution network
• Scan the location market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the SME segment to the head office
• Engage with channel partners and develop a touch point management system for faster customer connectivity
• Conduct engagement programs and sales trainings to develop channel partners
• Monitor SLAs, sales efficiencies
• Effectively deploy schemes and prioritize sales of high revenue products and structures
• Drive high levels of customer satisfaction across the location through relationship managers
• Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and channel partners to display highest levels of client servicing standards
• Encourage the implementation of improved processes and best practices in order to enhance operational productivity
• Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to faster growth
• Monitor customer issues and complaints and drive necessary action to address the same
• Analyze and communicate information for better risk management and operational effectiveness to the management team
• Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations
• Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals
• Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs & ZSMs
• Team Management & Development Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives

Job description

Job Context

SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small Medium enterprises. It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide array of lending programs, each of which aims to estimate the client’s repayment capability accurately before the company to take an exposure. The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others. Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer’s business model, Cash flows, customers & suppliers, success factors and dependencies needs to be considered.

Key Responsibilities

• Deliver Sales growth at the location and expand the customer base


• Identify business growth opportunities across the location, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve area-wise targets


• Augment the business volumes of SME lending in the location, manage client databases and tap them through Relationship Managers


• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the locations/area


• Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the area


• Analyze product positioning and competition across the locations and develop the distribution network


• Scan the location market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the SME segment to the head office


• Engage with channel partners and develop a touch point management system for faster customer connectivity


• Conduct engagement programs and sales trainings to develop channel partners


• Monitor SLAs, sales efficiencies


• Effectively deploy schemes and prioritize sales of high revenue products and structures


• Drive high levels of customer satisfaction across the location through relationship managers


• Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and channel partners to display highest levels of client servicing standards


• Encourage the implementation of improved processes and best practices in order to enhance operational productivity


• Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to faster growth


• Monitor customer issues and complaints and drive necessary action to address the same


• Analyze and communicate information for better risk management and operational effectiveness to the management team


• Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations


• Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals


• Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs & ZSMs


• Team Management & Development Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives