Area Sales Manager

• Principal Accountabilities

Accountability

Supporting Actions

Sales Growth \& Client Acquisition

• Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition
• Segment the market and identify potential direct clients, approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
• Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
• o Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
• o Track \& report on sales operations and productivity metrics, and work towards building a high-performance sales culture

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Actively participate in initiatives and contests driven by Business Development teams

Operational Effectiveness

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Work with dual focus on sales volume and value (IRR) through the team

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Track \& ensure SLA adherence, sales efficiencies and ROI

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Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

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Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc. and communicate to RSM as well as down the line

Distribution \&

Market

Expansion

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Develop and strengthen distribution network through liaising and networking efforts, considering product positioning and competitive pressures

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Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment

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Engage with DSA channel network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution

Customer Servicing \&

Relationship

Management

• o

Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations

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Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same

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Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

Risk

Management

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Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team

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Ensure closure of deal documentation and credit administration requirements, including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements

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Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance

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Proactively identify and report risks in order to ensure portfolio quality is maintained

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Liaise with the channel partners, customers and the risk team on specific escalation cases

Internal Stakeholder

Management

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Partner with peer ASMs and reporting SMs (if any) to overcome challenges and support sales growth via effective channel management, customer acquisition

Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk Management) for smooth and efficient transactions and issue resolution