Territory Sales Head - Branch Banking

Ujjivan Small Finance Bank; Mumbai; On-site; INR 18,000,000 - 22,000,000; Full time

Job summary

Ujjivan Small Finance Bank Ltd. seeks a Territory Sales Head to oversee the entire sales ecosystem across a defined geographic region in India.

The role focuses on acquisition, balance growth, cross-sell, and revenue maximization from liability products, while leading Branch Sales Managers to meet liabilities targets. The incumbent will drive new business, deposit mobilization, and wallet share growth, aligning with the bank’s retail and branch banking strategy and ensuring peak productivity

Qualifications

• Graduate with on-the-job experience in Branch Banking products.
• Post-graduate/MBA/Diploma in Banking & Finance or equivalent specialization is preferred.
• 7-12 years in retail banking or financial services, with at least 4+ years in sales leadership or territory management.
• Proven track record of managing large sales teams, multi-branch operations, and achieving targets.

Responsibilities

• Define and execute a territory-level sales strategy focused on liability growth and fee income.
• Set territory-wide sales targets across products and monitor productivity and pipeline health across branches.
• Drive initiatives to improve productivity per salesperson and ensure targets are met.
• Champion cross-sell initiatives to maximize wallet share across the portfolio.
• Identify new business opportunities, source NTB customers, deepen relationships, and drive growth.
• Coordinate with branches to deliver superior customer service and address sales-related issues.

Skills

Leadership

Territory management

Multi-channel sales

Retail banking

Liabilities products

Team coaching

Customer acquisition

Branch banking operations

Education

Graduate with branch banking experience

MBA/PG Diploma in Banking & Finance (preferred)

Job description

TheTerritory Sales Head is responsible for overseeing the entiresales ecosystem within a defined geographic territory, ensuringthe achievement of business targets across products, customersegments, and sales channels.

Thisis a pure sales leadership role, sharply focused on acquisition,balance growth, cross-sell, and revenue maximization fromliability products.

TheTerritory Sales Head oversees and drives the performance ofBranch Sales Managers (BSMs), ensuring each branch meets andexceeds its liabilities targets.

TheTerritory Sales Head plays a pivotal role in driving new businessacquisition, deposit mobilization, and cross-sell initiativeswhile ensuring alignment with the bank’s overall retail andbranch banking strategy.

Thisrole is pivotal in ensuring the territory’s sales teams operateat peak productivity, leveraging both human and digital channels,and maintaining a competitive edge in the local market.

Therole demands strong leadership, sharp business acumen, and theability to drive performance through teams.

SIZEOF THE ROLE

FINANCIALSIZE

NON-FINANCIALSIZE

Entireportfolio for the region – 50 Crs

Customersize: 2000

TPPincome: 2.5 Crs

ForexFee income: 50 Lacs

Otherincome such as MF etc: 25 Lacs

TeamSpan – 10 Branch Sales Managers

BranchCoverage – 10 to 12 branches

KEYDUTIES & RESPONSIBILITIES OF THE ROLE

Defineand execute a territory-level sales strategy aligned with stateand regional business goals, focusing on liability growth and feeincome.

Setterritory-wide sales targets across products and monitor salesproductivity and pipeline health across all branches and salesteams within the territory.

Driveinitiatives to improve productivity per salesperson, ensuringsales targets are met through both branch-generated andfield-generated business.

Championcross-sell initiatives, ensuring deeper customer engagement andmaximizing wallet share across the portfolio.

Identifynew business opportunities, including sourcing new-to-bank (NTB)customers, deepening existing relationships, and driving walletshare growth.

Customer

Ensurecustomer acquisition efforts prioritize quality over quantity,focusing on sourcing long-term, profitable relationships.

Workclosely with BSMs to ensure timely customer outreach via calls,emails, digital platforms, and in-person meetings.

Driveinitiatives to increase customer retention and relationshipdeepening, ensuring high levels of customer satisfaction.

Overseeinitiatives to reduce customer attrition and dormant accountsthrough proactive engagement strategies.

Coordinatewith branches to deliver superior customer service and promptlyaddress sales-related service issues or escalations.

InternalProcess

Ensurebranches and teams adhere to ethical sales practices, avoidingmis-selling and ensuring transparent customer communications.

Conductperiodic territory-level sales reviews to identify gaps andimplement corrective actions.

Ensurefull compliance with banking regulations, KYC/AML guidelines,operational risk frameworks, and audit requirements across allsales activities.

Identifytraining and upskilling needs in liabilities products, salestechniques, and customer engagement and work with HR and stateleadership team to deliver targeted programs.

Preparea plan and training calendar, implement across territory andreview them periodically.

Createa performance-driven culture by setting clear objectives,monitoring performance, and ensuring accountability at alllevels.

Developstrategies for underperforming regions, ensuring coursecorrection and business turnaround where needed.

MINIMUMREQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

Graduatewith on-the-job experience in Branch Banking products.

Post-graduate/MBA/Diplomain Banking & Finance or equivalent specialization ispreferred.

Experience

7-12years of experience in retail banking or financial services, withat least 4+ years in a sales leadership or territory managementrole.

Proventrack record of managing large sales teams, multi-branchoperations, and achieving business targets.

Certifications

NA

FunctionalSkills

In-depthknowledge of retail banking products, including liabilities,assets, and third-party products.

Strongunderstanding of multi-channel sales strategies, branch bankingoperations, and customer acquisition models.

Goodunderstanding of operational standards.

Provenability to drive sales productivity, target achievement, andprocess efficiency.

BehavioralSkills

Exceptionalleadership & interpersonal skills

Detailand Quality Orientation

Problem-solvingability

CustomerService Orientation

Teammanagement and Coaching

Excellentnegotiation, persuasion, and relationship-building abilities.

Resilient,adaptable, and able to operate effectively in a fast-paced,target-oriented environment.

CultivatingNetwork & Partnerships

ManagingRelationships

DrivingExecution

DecisionMaking

KEYINTERACTIONS

INTERNAL

EXTERNAL

CentralProduct Team

Compliance/Audit

CentralLiabilities Product Team & Leadership.

NR/ResidentCustomers

HNICustomers

CommunityInfluencers, and Local Associations