Area Sales Manager-SME

AimsHR; Bengaluru; Presencial; INR 1.800.000 - 3.200.000; Jornada completa

Descripción de la vacante

AimsHR is seeking a Branch & Regional Head with proven leadership of 4-6 team members and deep experience in LAP, LRD and Home Loan products. You will own the branch P&L, drive strategy for product mix and distribution, and ensure end-to-end sales, credit due diligence, and risk management.

You will also mentor RMs/SRMs, optimize MIS reporting, and steer marketing campaigns to grow book size within the 50-85 crore target in the mortgage business unit.

Formación

• Must have experience in handling a team of 4-6
• Must have experience in LAP/LRD/HL
• Book size targets: 50-85cr
• PF targets: 0.75-1.25 Cr

Responsabilidades

• Set branch and regional objectives aligned with mortgage unit goals
• Own the P&L for the branch including NII, fees and cost management
• Devise area-wise strategies for LAP/ LRD/ HL product mix and channel mix
• Oversee end-to-end sales operations and credit risk due diligence
• Hire and grow RMs/SRMs and support complex case conversions
• Manage branch sales operations, compliance, and reporting

Conocimientos

Team leadership

LAP/ LRD/ HL knowledge

Descripción del empleo

Local candidate only

Must have experience in handling a team of 4-6

Must have experience in LAP/LRD/HL

Book size-50-85cr

PF-0.75 -1.25 Cr

The purpose of this job is:

• To set business objectives for the branch & geographic region covered by the branch in line with the mortgage business unit objectives of book size, profitability, MIS & portfolio management, team building etc.
• To own the P&L for the branch in terms of % contribution, NII, campaign/ marketing activity spends, fees, direct sourcing, distribution payments and risk-return parameters
• To devise business strategy for area wise achievement of business objectives in terms of product mix [LAP/ LRD/ HL] and channel/distribution mix.
• To ensure end to end management of sales operations transactions by driving superior product delivery and enhancing financial knowledge of RMs/ SRMs
• To monitor and control credit quality of new acquisitions by driving strong due diligence mechanisms and emphasizing post sanction surveillance through strong customer/ distributor relationship management
• To hire, develop, motivate and retain RMs/ SRMs and support them in conversion of complex cases, distributor rate negotiations etc

• Key Result Areas:

  Key Result Areas

  Branch Sales & Market

  PenetrationManagement

  • Defines the branch strategy to drives sales and achievement of targets in terms of product mix, customer segments, channel/ distributor mix and budgets for marketing/ lead generation initiatives.
  • Sets business targets for self and RMs/ SRMs in the team and works towards achievement of the same
  • Identifies business growth opportunities in the region in terms of channel partners and key customer segments and directs RMs/ SRMs towards tapping these opportunities
  • Engages with Channel partners, DSAs and other distributors to understand the proposals submitted and extract critical supporting documentation.
  • Increases branch revenues through strong focus on cross-selling initiatives & innovative product mixes.
  • Enables and drives contests/marketing campaigns to spread brand and product awareness and expand business volumes for the branch
  • Monitors and achieves target book size through the above activities

  Branch Profitability Management

  • Ensures achievement of branch book size, revenues, NII & PF targets from direct / channel sales by aligning sales actions with branch business strategy
  • Maximizes profits by ensuring targeted fee income & effective cost management
  • Ensures branch budgets are adhered to and optimally utilized for maximum returns

  DistributionExpansion Operations

  • Monitors local market trends and competitive offerings & identifies opportunities for distribution expansion for the branch
  • Engages regularly with key channel partners & develops consistent touch points with them to enable quicker and better customer connectivity
  • Devises a strategy to enable branch channel partners through knowledge sharing via engagement programs & sales training, in order to build long term partnerships and capabilities
  • Monitors SLAs & sales efficiencies of channels & ROI of channels
  • Effectively deploys schemes & prioritize sales of high revenue products/ structures through distribution network

  Branch CustomerServicing & RelationshipManagement

  • Monitors client servicing metrics for the branch and sets standards for the same. Mentors and develops RMs/ SRMs to achieve client centricity in their interactions
  • Supports RMs/ SRMs in moving exception cases through the credit risk team within regulatory and compliance guidelines
  • Identifies and implements market best practices for enhancing operational efficiency, productivity and customer satisfaction across branch operations
  • Enables RMs/ SRMs to develop strong client relationships in order to carry out pre sanction due diligence/ post sanction surveillance from a de‑risking perspective

  Branch SalesOperations & InternalCompliance

  • Drives faster TATs on deal closures, tighter due diligence & compliant operations to improve branch operations metrics
  • Shares policy inputs and updates based on market intelligence of the region/ market dynamics with relevant internal stakeholders
  • Recommends process changes/improvements to enhance operational efficiencies and strengthen process controls
  • Supports branch audit activities and addresses observations, if any, with appropriate levels of urgency
  • Acts as a point of escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.

  Branch Sales MIS &Reporting

  • Ensures all branch sales metrics are shared and reported in a timely, accurate and compliant manner to the RSM/ ARSM and Business Analyst- Mortgages
  • Monitors discrepancies/ variances in reporting and ensures they are corrected and reconciled with actual target achievement numbers
  • Leverages sales MIS to track branch progress against targets on Book size, NII and PF and overall P&L

  PeopleManagement

  • Evaluates Branch manpower plans & ensures effective retention through developing performance linked incentive structures
  • Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity
  • Guides RMs/ SRMs for better customer acquisition, retention & helps them achieve superior outcomes by setting performance standards
  • Trains RMs/ SRMs on product structuring and business finance to enable greater customer connect and increase the perception of their credibility as financial advisors/ representatives
  • Ensures optimal work allocation within the branch team and drives accountability for results

• Job Purpose of Direct Reports

  RM

  To effectively contribute towards building the asset of the Mortgages Division by marketing/ selling targeted Home Loan products and solutions to potential and existing customers at targeted yields. Ensure client and channel acquisition through effective networking, organizing local area programs, direct builder network and cross selling through group systems (ABMM/ABG group companies).

  SRM

  • To effectively contribute towards building the Mortgages line of business and loan book by marketing/ selling all products (LAP/LRD/HL) and solutions to potential and existing customers at targeted yields and fee through a strong distribution network
  • To strengthen the distribution network through the identification, empanelment and activation of able DSAs through knowledge sharing and capability building
  • To ensure client and channel acquisition through effective networking, organizing local area programs, direct builder network, cross-selling through group (ABG group companies)
  • To establish and nurture strong customer relationships through effective customer management and relationships building measures and techniques
  • To leverage an understanding of local markets and preferences and facilitate structuring of loans in accordance
  • To ensure all necessary due diligence is conducted to prevent fraudulent loans and ensure all sales processes are carried out in keeping with internal and regulatory guidelines,