Zonal Manager - Affordable Housing

Bajaj Finserv Limited; Chennai District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Bajaj Finserv Limited is seeking a senior sales leader to grow and manage Micro BLSE (Secured Loans) portfolios across locations in India. The role involves building and driving a sales team and a network of channel partners to maintain portfolio health and achieve targets.

The candidate should bring extensive LAP/Secured Loans experience, strong leadership, and the ability to motivate teams and drive results in a high-performance environment.

Qualifications

• 14–15 years of relevant experience with 5–6 years in LAP/Secured Loans.
• Demonstrated achievement orientation and leadership.
• Strong bias for action in high-performance environments.
• Ability to lead from the front and motivate teams.

Responsibilities

• Sales planning across locations with targets and AOP alignment.
• Manage and expand channel partners and drive business growth.
• Monitor distribution routes, set up channel processes and policies.
• Recruit, develop and mentor the sales team and ensure performance.

Skills

Sales leadership

Channel management

Sales planning

Team development

Recruitment

Manpower planning

Market expansion

Job description

Job Summary

Grow and manage the portfolio of Micro BLSE ( Secured Loans ) across locations, by building and driving a Sales team and network of channel partners and ensure that the portfolio health is maintained

Responsibilities

• Sales planning In consultation with the Business Head - Micro BLSE, create a location-wise target setting for the team in order to achieve the annual and monthly AOP target received from Business Head. Compare with previous years performance and also study potential of each location based on data from other business lines and databases. Plan out new initiatives for the year, locations to be added, do manpower planning and channel expansion planning. Cascade the location-wise targets to the team through meetings with Regional Managers as well as townhalls and connects with extended team. Ensure that there is effective communication and alignment on the targets till the level of Sales Managers and Area Managers.
• Sales management review Create a daily plan for numbers to be achieved and communicate to the team. Through the day, track achievement against the plan. Follow up on commitments and speak to concerned team members to double down the efforts and ensure that targets are met. Conduct regular visits to each location. Meet team members and motivate them by giving guidance, lifting morale During market visits, also meet existing and new channel partners. Discuss performance with existing partners and push them to do drive results. Evaluate new partners for channel expansion. On a monthly basis, review the achievement for each team member against AOP. Identify problem cases and reach out to them to give guidance, suggestions etc. Participate in monthly and quarterly reviews with Business Head and Group Business Head to track progress against AOP and decide any changes, interventions etc.
• Distribution management Monitor and drive traffic in direct route via call center through effective management and set up call center in-house processes and policies as per service standards of BFL Enhance traffic through indirect route, include channel dealer DSA appointment and partnership with operators in Small ticket size secured Loans. Onboard partners with credibility in local markets and perform adequate due diligence on the channel partners to ramp up platform and network of channel partners Interact with channel partners to influence them for driving business for BFL, provide direction and oversight on their operations performance, and resolve issues faced, if any
• Team development Participate in recruitment process to set up the team and identify right talent for various positions within the team Build strong talent management model, establish individual performance expectations and regularly review individual performance of the team Lay down career growth plan by identifying and creating development opportunities for team members to enhance functional knowledge

Key Decisions / Dimensions

• Market Expansion Plans.
• Scaling the business from 0
• Manpower Planning
• Product Penetration

Major Challenges

• New Business locations
• Building and Motivating Direct Sales team.
• Creating funnels for Business.

Required Qualifications and Experience

• Relevant Experience of 14-15 Years, out of which 5-6 year of experience in LAP/Secured Loans
• Demonstrated success achievement orientation
• Strong bias for action driving results in a high performance environment
• Demonstrated ability to lead from the front
• Affirmative in nature, Strong Leadership Skills, Clarity of thought and perseverance
• Exceptionally high motivational levels and needs to be a self starter