Regional Sales Manager

Birla Carbon

Bengaluru

On-site

INR 1,200,000 - 1,800,000

Full time

14 days+

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Benefits offered by this job

Professional development opportunities

Performance bonuses

Health benefits

Job summary

Birla Carbon is seeking a Regional Sales Manager in Bengaluru, Karnataka. The role involves planning and executing sales strategies, driving business growth, and overseeing customer engagement to meet regional targets. Key responsibilities include managing sales operations, analyzing market trends, and fostering relationships with internal stakeholders. The ideal candidate should have a strong background in sales and demonstrated ability to drive operational efficiency. This position offers opportunities for professional development and contributions to the company's success.

Qualifications

Experience in sales and business growth.
Ability to analyze market trends and adjust strategies accordingly.
Strong interpersonal and communication skills.

Responsibilities

Develop and implement regional sales strategies.
Manage key accounts and customer relationships.
Analyze regional performance and communicate findings.

Skills

Sales strategy development

Customer acquisition

Operational efficiency

Stakeholder management

Education

Bachelor's degree in Business Administration or related field

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Job Description

The purpose of this job is to plan regional sales and business growth with the Zonal Sales Manager and meet stated targets considering local variances and competitive dynamics. This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health. It supports business profitability by identifying and addressing underperformance, adopting/ proposing process improvements, capitalizing on channel optimisation opportunities, etc. It serves as a point of escalation for specific cases/exception handling and supports the removal of bottlenecks at the regional level. It also drives cross‑selling across ABHFL and ABFSG products/solutions in the region as per agreed zonal plans and unique client requirements.

Key Result Areas

Regional Sales Strategy

Work with ZSM-ABHFL on devising the regional business strategy and operations plan, considering product-environmental factors, competitive forces and sector‑specific trends.
Ensure cascade of strategy and plans to the team down the line for effective execution and alignment.
Ensure branch planning and operations (resourcing, productivity, compliance, etc.) in line with regional strategy.
Track industry and market developments, scanning the market and its competitive offerings on a periodic basis; report on and direct team’s basis emerging trends and business opportunities.

Business Growth & Customer Acquisition / Engagement

Identify business growth opportunities at a regional level, drive expansion and new customer acquisition strategies (identifying potential prospect hubs, advising on channel mix, etc.) to create a book of targeted size.
Plan and drive efforts towards achieving stated business targets, intervening as required on critical/complex transactions.
Communicate regional objectives and allocate targets to team members appropriately.
Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure.
Deploy efforts/ initiatives in consultation with ZSM-ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas.
Design and deploy relevant solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion (product mix, channel expansion, etc.) as well as cost optimisation (product optimisation, channel optimisation, budget adherence, team productivity, etc.).
Proactively manage key account relationships in the region, across customers, distributors and major distributors.

Analyze and review periodic regional MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ZSM-ABHFL as well as down the line.

Operational Effectiveness

Drive adoption of efficient business processes/operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections).
Manage distribution in the region across developers, DSAs, Arrangers, IPCs, Connectors and through direct teams, corporate channels.
Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations.
Drive a high‑performance culture by reinforcing focus on sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required.

Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact.

Cross‑Selling across ABFSG products

Drive activities and initiatives in the team as per Cross‑Selling strategy agreed with ZSM-ABHFL.

Drive alignment to the adopted Cross‑Selling strategy by supporting teams down the line with requisite communications, training, guidance, etc. as required.

Team and Internal Stakeholder Management

Guide and develop team members to facilitate better client engagement, customer acquisition, and more efficient business operations, helping them achieve superior performance standards via regular reviews, joint visits, etc.
Nominate teams for relevant technical and behavioural trainings/ seminars and work on self‑development initiatives.
Proactively build and maintain relationships with key internal stakeholders for smooth cross‑functional coordination and alignment towards achievement of business objectives.

Conduct/ ensure relevant engagement and training programmes to develop teams and ensure motivation and retention of key talent.

Work with the Risk, Operations and Sales Governance teams’ counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms.
Support risk and review process in the region through robust appraisals as part of the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations.
Review financial risk via analysis of regional operations MIS and Data Analytics reports.
Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and proactive communication and guidance; drive timely PDD closures and collections.
As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases.
Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses.

Review and report systematic MIS on NPAs and credit trends, and proactively identify risks to maintain portfolio quality and liaise with customers, risk team and other internal stakeholders as required.

Job Purpose of Direct Reports

Responsible for building book size as per assigned targets while ensuring sufficient sourcing funnel, revenue generation, profitability, MIS, portfolio management, as per desired levels; to devise effective client prospecting and relationship maintenance tactics as per distinct needs of target constituents; to ensure the end to end management of solutions and transactions with superior delivery and credit quality.

Relationships

Internal Relationships