Regional Head- SME LAP

Abacus Consultants; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Abacus Consultants in Mumbai is seeking a Channel Management leader to grow and leverage the area channel network, drive customer acquisition via SEG loans, and ensure timely disbursal with compliant processes.

You will guide Relationship Managers, onboard partners, negotiate terms, and maintain active engagement with key partners to realize ROEs and business potential across the Area.

Qualifications

• Guide Relationship Managers in creating the database of potential channel partners in Area.
• Evaluate potential channel partners in Area.
• Meet and negotiate terms of engagement with potential partners in line with business potential.
• Onboard the channel partners.
• Engage constantly with and activate key area level channel partners while ensuring targeted ROEs for the channel partners.
• Set weekly targets with Relationship Managers.
• Conduct weekly review and daily activity tracking of Relationship Managers.
• Meet key customers along with channel partners & Relationship managers.
• Ensure smooth coordination of team with internal stakeholders to process the applications.
• Negotiate commercial terms and ensure funnel management for area conversions.
• Expedite loan approval decisions by providing risk mitigation solutions.
• Ensure team presents accurate information to customers and avoids overcommitment.
• Reiterate to Relationship managers the business/product USP.

Responsibilities

• Drive timely disbursement of loans to customers with proper documentation and meeting customer service standards.
• Align cases from channel partners with internal policies and guidelines daily.
• Coordinate with vendors for timely submission of customer documents.
• Coordinate with internal teams and respond to queries to ensure timely and accurate disbursal.
• Complete customer transactions with proper documentation.
• Monitor hygiene post disbursal and address statutory issues.
• Gather market intelligence and push the team to do the same; perform competition benchmarking.
• Share insights with Regional Head with recommendations for improvements in process, pricing, policy.
• Review overdue accounts daily and drive collections; coordinate with collections teams.
• Maintain area profitability through pricing and processing fees; implement cost management.
• Ensure team understands company policy; ensure pre- and post-sourcing process adherence.
• Collate Area level Sales MIS and circulate; participate in audits and implement actions.
• Mentor the team to display the right sales behaviours and practices.
• Recruit on a timely basis and implement training plans for personal growth.
• Conduct regular performance reviews and provide feedback; motivate and retain the team.

Skills

Channel Management

Relationship Management

Negotiation

Team Coordination

Market Intelligence

Process Improvement

People Management

Sales MIS

Disbursal Coordination

Job description

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets

• Guide Relationship Managers in creating the database of potential channel partners in Area
• Evaluate potential channel partners in Area
• Meet & negotiate terms of engagement with potential in line with business potential
• Onboard the channel partners
• Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners

Channel types

• 1. Direct Sales Agents
• 2. Mediators(CAs)
• 3. Internal sources that provide qualified leads like marketing department

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets

• Set weekly targets with Relationship Managers
• Conduct weekly review and daily activity tracking of Relationship Managers
• Meet key customers along with channel partners & Relationship managers
• Ensure smooth coordination of team with internal stakeholders to process the applications
• Negotiate commercial terms
• Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
• Expedite loan approval decisions by providing risk mitigation solutions

Ensure fulfilment by team of qualified leads provided by mediators, internal sources

• Ensure team is giving the right picture to customers & no overcommitment is being made
• Reiterate repeatedly to Relationship managers the business/product USP

Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area

• Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
• Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
• Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
• Ensure completion of customer transaction by team with appropriate documentation
• Monitor hygiene post disbursal and provide solutions to any issues like statutory issue

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

• Gather market intelligence personally and push team to do the same
• Carry out competition benchmarking
• Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc

Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area

• Review overdue account on a daily basis in the Area
• Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
• Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees
• Implement all cost management initiatives on a timely & accurate basis

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area

• Ensure the team has a clear understanding of the company policy in the market
• Ensure process adherence by team for pre & post sourcing processes
• Collate Area level Sales MIS & circulate
• Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements
• Mentor the team to display the right sales behaviors and follow right sales practices in the market

People Management Develop a productive team by recruiting, training, motivating and retaining team members

• Recruit on a timely basis
• Implement training plans & ensure personal growth of team members

Complete regular performance reviews and feedback

• Motivate and ensure retention of team