Sales Manager-Formal LAP (MSME)

Ujjivan Small Finance Bank Ltd.; Purba Medinipur; On-site; INR 600,000 - 900,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. is seeking a Sales Manager-Formal LAP to lead targeted loan sales through the Direct Sales Agent network. You will manage a healthy portfolio, ensure timely repayments and minimize customer exits in the Formal LAP segment.

You will drive business volume from DSA channels, coordinate with Credit, CAD and Operations for disbursement, and maintain daily sales dashboards to track performance against regional targets.

Qualifications

• Educational: Any Graduate.
• Experience: 2-4 years in LAP and/or Mortgage sales; 2+ years in formal segment (Loan ticket > Rs 1 crore).
• Functional: Understanding P&L, B/S, cash flow; financial ratio knowledge; Excel familiarity.

Responsibilities

• Monitor targets daily/weekly/monthly against annual/monthly plans.
• Identify and develop the DSA channel within sitting hub radius.
• Provide updates and training to DSA; ensure payouts on time.
• Create market awareness through direct and indirect marketing.
• Track competition in rates, credit assessment, DSA payouts, marketing activities.

Skills

Financial statements

Excel

Communication

Education

Any Graduate

Tools

MS Excel

Job description

POSITION DESCRIPTION

JOB TITLE : Sales Manager-Formal LAP

GRADE : SM

DEPARTMENT : MSME

LOCATION : Region/Branch

SUB-DEPARTMENT : Business

TYPE OF POSITION : Full Time

REPORTS TO : Area/Circle Business Manager

REPORTING INTO

Portfolio Relationship Manager

ROLE PURPOSE & OBJECTIVE

• As Sales Manager, he/she will be responsible for achieving Business targets and managing healthy Portfolio, by ensuring timely repayments and controlling customer exits for Formal LAP business.
• This role seeks to drive business volume through the Direct Sales Agent (DSA) channel.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Monthly Business volume as per the business target, having average productivity of 2 - 150 lacs
• X-Bucket Collections as per defined norms
• Insurance cross-sell coverage on 100% of customers
• Family SA and Business CA sourcing
• Coordination with Credit Manager for case approval and CAD and Operations for case disbursement.
• Maintains Daily sales report and sharing with supervisor.
• Maintains DSA tracker for pay-out processing

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business

• Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established
• Identification and development of DSA channel, around the defined distance of the Sitting Hub
• Provides regular updates and training to DSA channel; Ensure payout to DSA are on time
• Create Awareness in the market through direct and indirect marketing
• Tracks competition in terms of rates, credit assessment, DSA payouts, marketing activities

Customer

• Identification and Fitment of customer to Ujjivan MSME policy, through understanding of customer Financial statements (P&L, B/S) and Financial ratio calculation; GST records and Bank statements
• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.

Internal process

• Ensure delinquency is within norms and does X-Bucket collection.
• Ensure First time right (FTR) logins, Disbursement within TAT (Turn-around time), Collection of OTC, PDD

Learning & Performance

• Ensure that self is up to date on all relevant circulars and all products/services offered in the Branch
• Ensure adherence to training man-days/ mandatory training programs for self
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self

Bike or scooter with smart phone is mandatory for the role

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Any Graduate

Experience (Years and Core Experience Type)

• 2-4 years of experience in LAP and/or Mortgage sales
• At least 2-year experience in formal segment (Vertical with Loan Ticket size > Rs 1 crores)

Certifications

NA

Functional Skills

• Understanding Financial statements including P&L, B/S, Cash Flow and Audit report
• Financial ratio understanding like Current ratio, Gearing, Inventory days and such.
• Familiarity with Excel

Asset Requirement

• 2-Wheeler & Android Smart Phone

Behavioral Skills

• Diligent
• Willingness and ability to communicate with multiple people

Competencies

• Dependability, Attention to detail

KEY INTERACTIONS

INTERNAL

EXTERNAL

• Supervisors – Area Sales Manager, RBM
• Credit Manager, Legal Manager, Internal Valuer
• CAD, Operations
• DSA
• Legal and Technical Vendors

PREPARED BY: Ayush Saxena (UJJ32975)

DATE: 29-03-2023

REVIEWED BY: Vicky Jain (UJJ51510)

DATE: 29-03-2023

LAST UPDATED BY: TM Team

DATE: 08-01-2024