Cluster Manager-Vehicle Finance-East

Ujjivan Small Finance Bank; Purnia; On-site; INR 1,800,000 - 2,800,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Cluster Manager for Vehicle Finance in the branch network. The role will lead a team of Relationship Officers, drive VF loan growth, manage dealer relationships, and ensure compliance with lending guidelines.

You will coordinate with Credit and Product teams to activate new locations, set goals, plan resources, and implement marketing activities. Travel within the cluster is expected as part of duties.

Qualifications

• Graduate in Commerce or related field.
• MBA or equivalent qualification is an added advantage.
• Minimum 5 years in sales and loan documentation, with 2–3 years in VF Loans in NBFC/Bank/HFC.

Responsibilities

• Drive targets for the area and branches under responsibility with guidance to the team.
• Grow VF business through referrals, phone banking, and pre-approved leads.
• Manage dealer relationships via regular visits and liaison with dealerships.
• Ensure staffing, recruitment, and training of Relationship Officers.
• Implement and supervise commercial strategies to achieve productivity and growth targets.
• Approve deviations according to policy and credit guidelines.
• Educate customers about all VF products/services offered by Ujjivan SFB.
• Focus on reducing turnaround time and improving customer experience.
• Oversee compliance with lending guidelines and audits; address observations promptly.
• Drive training, motivation, and performance reviews for self and team.

Skills

Team building

Dealer relations

Sales & credit

MIS reporting

Communication

Travel willingness

Education

Graduate in Commerce

MBA or equivalent (advantage)

Tools

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

EXTERNAL

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

Prepared By

DATE :

REVIEWED BY: Vehicle Finance Team

DATE: 02-02-2024

LAST UPDATED BY: TM Team

DATE: 03-02-2024