Area Sales Head - SME - Tier 1 - CC - Delhi

Aditya Birla Capital; Delhi; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Aditya Birla Capital in Delhi is seeking a dynamic sales professional to drive regional growth, expand the customer base and boost mortgage lending volumes across the cluster.

You will identify growth opportunities, build direct and channel acquisition strategies, manage client databases and collaborate with Area Sales Heads/Relationship Managers to deliver strong results.

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 Cluster targets
• Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Cluster
• Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster
• Scan the location market and its competitive offerings on a periodic basis, report on emerging trends and business opportunities for the mortgage segment to the head office
• Engage with retail DSA 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 and RoIe of channels
• Effectively deploy schemes and prioritize sales of high revenue products and structures
• Monitor client servicing metrics, develop relationship marketing programs and motivate ASHs/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 to build stronger relationships, thereby contributing to faster growth
• Monitor customer issues and complaints and drive necessary action to address the same
• 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 RSHs.

Job description

Supporting Actions

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 Cluster targets
• Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers.
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Cluster.
• Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster.

Key Result Areas

Supporting Actions

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 Cluster targets
• Augment the business volumes of mortgage lending in the location, manage client databases and tap them through Area Sales Heads/Relationship Managers.
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Cluster.
• Monitor lead generation & ASH/RM sales productivity metrics to drive a high-performance sales culture across the Cluster.

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 mortgage segment to the head office
• Engage with retail DSA 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 and RoIe of channels
• 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 ASHs/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 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 RSHs.

Team Management & Development

• Guide and develop ASHs/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