ASM

To execute the business objectives for the area in line with the regional Small Ticket Secured Loans segment objectives of book size, profitability, portfolio management, etc in consultation with the Regional Sales Manager Small Ticket Secured Loans
To deliver on the area strategy in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and set business objectives and operational plans for the area organization.
To act as a point of escalation for specific cases, fraud alerts, customer complaints or exception handling and support the removal of bottlenecks for the achievement of business targets for Small Ticket Secured Loans segment at an area level
To grow business penetration in the area by directing and building the capability of SMs, and ensure cascade of plans and strategies down the line
To ensure the end to end management of Small Ticket Secured Loans business transactions in the area with superior product delivery, and to monitor the credit quality of new acquisitions with compliant sales operations partnership with Risk team
To develop and manage the regional team to ensure motivation and focus towards achieving business results

 

Job Challenges:

To build the area business in line with the adopted regional strategy, ie starting with limited team strength/ depth and growing with expanding business operations and performance
To build and grow the business while remaining cognizant of competitive realities in the following areas:
Market linked product
Market average IRR processing fee levels
Market average DSA pay-outs
To originate and develop market share in Tier-I and II locations within the area, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction
To drive dual focus on growing volume and ensuring sourcing quality, given nature of the customer profile (individuals/ MSMEs)
To constantly upgrade financial operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement
To keep abreast with latest market trends through focused market intelligence, as well as regulatory changes for inputs on requisite amendments to policies, processes, etc
To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs

 

Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)

 

KRA1 Business growth through Channel Management - Effectively grow and leverage the channel network in Area to ensure meeting of topline bottom line targets
Channel types
Direct Sales Agents
Online aggregators
Internal sources that provide qualified leads like marketing department Explore identify potential channel partners in Area
Evaluate potential channel partners in Area
Meet negotiate terms of engagement with potential channel partners in lines with business potential
Onboard the channel partners
Constantly engage with activate key area level channel partners while ensuring targeted ROEs for the channel partners
Implement engagement programs sales training to develop channel partners
Monitor SLAs, sales efficiencies and ROI of channels

 

KRA2 Business growth through Customer Acquisition- Ensure customers are acquired by selling STUL towards meeting topline targets Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives
Cascade goals to Sales Managers; Set weekly targets with Sales Managers
Conduct weekly review of Sales Managers
Meet customers along with channel partners
Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
Ensure smooth coordination of team with internal stakeholders to process the applications
Negotiate commercial terms
Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources

 

KRA3 Disbursal MIS - Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Area Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
Ensure smooth coordination of team with internal teams and response to their queries to ensure timely accurate disbursal
Ensure completion of the transaction of team with customer with appropriate documentation
Collate Area level Sales MIS circulate

 

KRA4 Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies processes Gather market intelligence personally and push team to do the same
Carry out competition benchmarking
Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc

 

KRA5 Portfolio quality Risk Management -Maintain quality of portfolio to minimize NPAs Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends
Review over due account on a daily basis in the Area
Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
Ensure collaboration by team with Collection teams for remaining over due cases ensure collection on a timely basis

 

KRA6 Profitability-Implement measures to ensure profitability of Area Focus on sales volume and value (higher yield and margins) through the team in the Area by right pricing, cross selling, processing fees
Implement all cost management initiatives on a timely accurate basis

 

KRA7 Process Efficiency Operational Effectiveness - Drive process improvements to ensure process efficiencies in the Area Ensure process adherence by team for pre post sourcing processes
Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion
Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
Participate in internal external audits and post audits close all open items for the Region and implement actions/process improvements

 

KRA8 People Management Develop a productive team by recruiting, training, motivating and retaining team members; Develop relationship with internal stakeholders Recruit on a timely basis
Implement training plans
Complete regular performance reviews and feedback
Motivate and ensure retention of team
Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination

Qualifications:

Diploma

Minimum Experience Level:
3-10 Years