Cluster Manager-Vehicle Finance-East

Ujjivan Small Finance Bank Ltd.; Gaya; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Cluster Manager for Vehicle Finance Loan to drive growth in the cluster, build an efficient team of Relationship Officers, and manage dealer relationships with a focus on achieving portfolio growth and recoveries.

The role requires coordinating with Credit & Product teams, identifying new locations, and executing marketing activities to promote VF business within branches and dealerships.

Qualifications

• Graduate in Commerce or relevant subjects.
• MBA or equivalent is an added advantage.
• Minimum 5 years in sales and loan documentation; VF loans 2–3 years preferred.
• Certifications shall be an added advantage.
• Ability to create teams and drive sales performance; ownership of VF business at cluster level.

Responsibilities

• Drive daily/weekly/monthly targets for the area and branches with guidance to the team.
• Develop and maintain dealer relationships through regular visits.
• Efficient staffing by timely recruitment and training of ROs.
• Implement and monitor commercial strategy to achieve productivity and growth targets.
• Ensure compliance with lending guidelines and audit requirements.

Skills

Team building

Sales leadership

Dealer relations

Marketing & promotions

Regional language proficiency

Computer literacy

Education

Commerce degree

MBA or equivalent

Tools

MIS systems

Lending software

Job description

POSITION DESCRIPTION

JOB TITLE: Cluster Manager

GRADE: SM

DEPARTMENT: Vehicle Finance

LOCATION: BRANCH

SUB-DEPARTMENT: TYPE OF POSITION : Full-time

REPORTS TO: Regional Sales Manager

REPORTING INTO: RO or BC

ROLE PURPOSE & OBJECTIVE

Vehicle Finance Loan is a growing business for Ujjivan SFB. The Cluster Manager - Vehicle Finance Loan is an important position that will drive this business in the respective cluster. The position is responsible for overall growth and success of the business in the cluster.

• Build efficient team of Relationship officers/Business Correspondents in the clusters assigned
• Oversees the performance of the VF portfolio of his/her cluster and branch in terms of growth (amount and client base) and drive productivity of Relationship officers by guiding them and carrying out constructive reviews of their performance
• Overall responsible for the control and recovery of loans in his/her cluster through risk assessment and recovery strategies.
• In coordination with the Credit & Product teams, identifies suitable branches and locations for VF business loan and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of VF business.
• Work closely with Product and Marketing team to drive suitable branding and marketing activities in his/her respective cluster.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Cost of hiring and placing new Relationship Officers at branches & dealerships
• Operational Cost of managing the Conveyance and Claims of Relationship Officers
• Cost of procurement of marketing collaterals, sales aids for brand building
• Expected to manage a portfolio of Rs.15 Cr. progressively
• Managing one or more products across the branches of operations
• Managing a team size of 10-15 employees progressively
• Managing assets like marketing collaterals, Stationery and Systems
• Managing hiring and placement of Relationship Officers at required branches & dealerships

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials

• Drive daily/ Weekly /Monthly accomplishment of targets according to the annual/monthly targets established for the area and branches under his/her responsibility by providing guidance and solutions to his/her team as required
• Drive additional business from referral channel, phone banking & pre-approved leads
• Manage dealer relationship by close interaction with dealerships through regular visits
• Efficient staffing by timely recruitment & training of ROs
• Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.
• Approve deviations and exceptions according to policy in place.

Customer (Both Internal & External)

• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure customer conversion by offering different products as per customer requirement.
• Focus on lower TAT as per laid down standards.

Internal Process

• Ensure compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.
• Drive collection of initial EMIs [for 4MOB cases] through the ROs to ensure better portfolio health
• Ensure recovery & updation of RC & PDDs withing the allowed time period through ROs
• Ensure, supervise the correct implementation of the credit procedures including all the respective tools

Innovation & Learning

• Ensure that all members of his team are up to date on all relevant circulars and all products/services offered in the Branch
• Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement
• Ensure adherence to training man-days/ mandatory training programs for self and reportees
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees
• Monitor performance of ROs against defined goals/metrics and take corrective action wherever required

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Graduate in Commerce or relevant subjects
• An MBA or equivalent is an added advantage

Experience(Years and Core Experience Type)

• Minimum 5 years in sales and documentation of loans of which at least 2-3 years in VF Loans, in an NBFC/ Bank/HFC. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales

Certifications

• Relevant certifications shall be an added advantage

Functional Skills

• Ability to create teams and drive sales performance. Will be required to take complete ownership of VF business at Cluster level.
• Ability to engage with customers & dealers, Plan & execute Marketing and Sales promotion
• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.
• Adequate Computer knowledge

Behavioral Skills

• Sound understanding of loan products
• Should possess Training Skills
• Willingness to travel & relocation as per business requirements and career opportunities
• Managing customer & dealer relations
• Performance oriented

Competencies

• Adequate Computer Knowledge
• Competent to handle MIS systems and Lending Software

KEY INTERACTIONS

• INTERNAL
  Product and Marketing Team
  Regional Operations, Credit
  Audit, Vigilance and FCU team
  Area Manager & RSM
  Legal Vendors
  External marketing agencies
• EXTERNAL
  Competitor Counterparts

Prepared By

DATE :
REVIEWED BY: Vehicle Finance Team
DATE: 02-02-2024
LAST UPDATED BY: TM Team
DATE: 03-02-2024