Territory Sales Head - Branch Banking

Ujjivan Small Finance Bank; Nashik District; Sur place; INR 2 500 000 - 5 000 000; Plein temps

Résumé du poste

Ujjivan Small Finance Bank Ltd. seeks a Territory Sales Head-Branch Banking to lead sales across a Pan India geography. The role focuses on liability growth, cross-sell, and revenue enhancement through branch and field teams.

You will oversee Branch Sales Managers, drive deposit mobilization, and ensure adherence to banking regulations while optimizing channel mix and customer engagement.

Qualifications

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

Responsabilités

• Define territory-level sales strategy aligned with regional goals focusing on liability growth.
• Set territory targets across products and monitor productivity and pipeline health.
• Drive cross-sell initiatives to maximize wallet share.
• Source NTB customers and deepen existing relationships across branches.
• Ensure ethical practices and regulatory compliance in all activities.

Connaissances

Team leadership

Relationship building

Negotiation

Customer acquisition

Sales productivity

Formation

Graduate degree

MBA or Banking & Finance diploma

Description du poste

POSITION DESCRIPTION

JOB TITLE : Territory Sales Head-Branch Banking

GRADE : AVP-I

DEPARTMENT : Retail Liabilities & TASC

LOCATION : Pan India

SUB-DEPARTMENT : Branch Banking

TYPE OF POSITION : Full-time

REPORTS TO : State Sales Head-Branch Banking

REPORTING INTO : Branch Sales Manager

ROLE PURPOSE & OBJECTIVE

• The Territory Sales Head is responsible for overseeing the entire sales ecosystem within a defined geographic territory, ensuring the achievement of business targets across products, customer segments, and sales channels.
• This is a pure sales leadership role, sharply focused on acquisition, balance growth, cross-sell, and revenue maximization from liability products.
• The Territory Sales Head oversees and drives the performance of Branch Sales Managers (BSMs), ensuring each branch meets and exceeds its liabilities targets.
• The Territory Sales Head plays a pivotal role in driving new business acquisition, deposit mobilization, and cross-sell initiatives while ensuring alignment with the bank’s overall retail and branch banking strategy.
• The role is pivotal in ensuring the territory’s sales teams operate at peak productivity, leveraging both human and digital channels, and maintaining a competitive edge in the local market.
• The role demands strong leadership, sharp business acumen, and the ability to drive performance through teams.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Entire portfolio for the region – 50 Crs
• Customer size: 2000
• TPP income: 2.5 Crs
• Forex Fee income: 50 Lacs
• Other income such as MF etc: 25 Lacs
• Team Span – 10 Branch Sales Managers
• Branch Coverage – 10 to 12 branches

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials

• Define and execute a territory-level sales strategy aligned with state and regional business goals, focusing on liability growth and fee income.
• Set territory-wide sales targets across products and monitor sales productivity and pipeline health across all branches and sales teams within the territory.
• Drive initiatives to improve productivity per salesperson, ensuring sales targets are met through both branch-generated and field-generated business.
• Champion cross-sell initiatives, ensuring deeper customer engagement and maximizing wallet share across the portfolio.
• Identify new business opportunities, including sourcing new-to-bank (NTB) customers, deepening existing relationships, and driving wallet share growth.

Customer

• Ensure customer acquisition efforts prioritize quality over quantity, focusing on sourcing long-term, profitable relationships.
• Work closely with BSMs to ensure timely customer outreach via calls, emails, digital platforms, and in-person meetings.
• Drive initiatives to increase customer retention and relationship deepening, ensuring high levels of customer satisfaction.
• Oversee initiatives to reduce customer attrition and dormant accounts through proactive engagement strategies.
• Coordinate with branches to deliver superior customer service and promptly address sales-related service issues or escalations.

Internal Process

• Ensure branches and teams adhere to ethical sales practices, avoiding mis-selling and ensuring transparent customer communications.
• Conduct periodic territory-level sales reviews to identify gaps and implement corrective actions.
• Ensure full compliance with banking regulations, KYC/AML guidelines, operational risk frameworks, and audit requirements across all sales activities.

Learning & Innovation

• Identify training and upskilling needs in liabilities products, sales techniques, and customer engagement and work with HR and state leadership team to deliver targeted programs.
• Prepare a plan and training calendar, implement across territory and review them periodically.
• Create a performance-driven culture by setting clear objectives, monitoring performance, and ensuring accountability at all levels.
• Develop strategies for underperforming regions, ensuring course correction and business turnaround where needed.

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

• Graduate with on-the-job experience in Branch Banking products.

Qualifications

• Post-graduate/MBA/Diploma in Banking & Finance or equivalent specialization is preferred.

Experience

• 7-12 years of experience in retail banking or financial services, with at least 4+ years in a sales leadership or territory management role.
• Proven track record of managing large sales teams, multi-branch operations, and achieving business targets.

Certifications

• NA

Functional Skills

• In-depth knowledge of retail banking products, including liabilities, assets, and third-party products.
• Strong understanding of multi-channel sales strategies, branch banking operations, and customer acquisition models.
• Good understanding of operational standards.
• Proven ability to drive sales productivity, target achievement, and process efficiency.

Behavioral Skills

• Exceptional leadership & interpersonal skills
• Detail and Quality Orientation
• Problem-solving ability
• Customer Service Orientation
• Team management and Coaching
• Excellent negotiation, persuasion, and relationship-building abilities.
• Resilient, adaptable, and able to operate effectively in a fast-paced, target-oriented environment.

Competencies Required

• Cultivating Network & Partnerships
• Managing Relationships
• Collaborating
• Driving Execution
• Decision Making

KEY INTERACTIONS

INTERNAL

• Central Product Team
• Branch Banking Team & Leadership
• Compliance/Audit
• Central Liabilities Product Team & Leadership.

EXTERNAL

• NR/Resident Customers
• HNI Customers
• Community Influencers, and Local Associations
• New Customer Leads

PREPARED BY: Liju Thomas

DATE – 5 th May’25

REVIEWED BY: Hitendra Jha

DATE –

LAST UPDATED BY: Liju Thomas

DATE – 5 th May’25