National Manager - Rural Two Wheeler Loa...

    

Job Purpose  
â"This position is open with Bajaj Finance ltd.â"
Drive growth and smooth operations of Two Wheeler finance business by identifying and driving business growth opportunities, designing contests and incentive plans, process re-engineering, capacity planning and providing MIS.    

Duties and Responsibilities  
3. PRINCIPAL ACCOUNTABILITIES
(Accountabilities associated with the job)


Planning & review
1. Collate and analyze the previous years numbers across business growth, penetration, cross-sell, profitability etc. In discussion with the Business Teams, and support from the FP&A team, arrive at targets for the year. Discuss what new interventions are needed to get there- new products, channels, capabilities etc. Do budgeting and create the detailed AOP.
2. Participate in weekly business reviews with Business Head and monthly reviews with Senior Management team. Get the team to prepare necessary material for reviews and take the lead in presenting. Also guide and prepare team members in managing these reviews. Capture minutes of the meeting and create the plan for follow up actions

Sales enablement & growth

1. Designing and implementing strategic sales plan to achieve the assigned targets.
2. Conducting regular meetings for setting up sales objectives, streamlining process to ensure smooth functioning of sales operations.
3. Building & Managing relationship with business associates, channel partners & customers.
4. Managing and motivating the sales team towards achieving targets.
5. Conduct research and speak to field teams about issues being faced about approvals, sales etc. Identify gaps and opportunities. Collate market insights and share with field teams.
6. Work with ARU team to share market insights and modify campaigns.
7. Design incentive plans and reward schemes for employees and partners to ensure they are motivated for delivering superior performance. Identify specific issues regarding loans that are approved but not disbursed. Run contests to drive closure of open cases.
8. Conduct dealer events and competitions. Design and launch the competitions, identify winners and conduct recognition events.
9. Responsible for empanelment of new dealers and resource allocation.
10. Ensuring process & documentation compliance, FI, agreement execution & credit approval.
11. Hiring, training & development of sales team to achieve targeted numbers.
12. Responsible for tracking, managing & controlling PDD requirement compliance


Portfolio health management
1. Liaison with Risk team to analyses key parameters like Bounce, FEMI etc. On a daily basis, coordinate with Risk to discuss estimates and concern areas. Manage the relation between sales and collections. Work with business heads to address and resolve issues
2. Review the loan approvals and rejections. Correlate to field numbers and inputs from field teams. Discuss and give recommendations to field teams on opening gates and making tweaks to risk policies.
3. Coordinate with insurance teams for cross-sell of insurance. Balance penetration and ensure it is in accordance with AOP. Negotiate commissions and discuss targets, incentives/ competitions run by insurance team.









Business support & capabilities
1. Provide routine guidance to team and monitor w|Business support & capabilities
1. Provide routine guidance to team and monitor work output to ensure that necessary MIS, dashboards etc are sent to field teams to ensure seamless processes flow.
2. Track and monitor addition of new team members and partners to the business. Ensure seamless onboarding of partners and integration of MIS.
3. Identify initiatives for driving cost efficiency, business promotion etc. Discuss and align with business teams and program manage the execution.
4. Review the spans for sales teams at all levels and do manpower capacity planning.
5. Collate MISs and verify incentives computation. Fine tune the parameters for recognition & incentives.
6. Identify the learning needs based on changes in the products/ processes. Work with L&D team to execute learning programs.

Team Management and Coaching
1. Participate in selection process to identify the right talent for positions within the team
2. Determine individual training needs and development plans to build expertise and enhance skills in the team
3. Set objectives, conduct reviews and close appraisal processes for the team as per timelines
MAJOR CHALLENGES
(Challenges faced on an on-going basis in carrying out the job)
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 There are significant issues with IT systems which lead to the need for manual intervention and wastage of time.


5.  DECISIONS
(Key decisions taken by job holder at his/her end)

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 Determine what interim changes and reprioritization need to be made to execution of the strategy
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 Take a call on things to push back the Field in order to protect the companys interests from a regulatory/ risk standpoint

6.  INTERACTIONS
(Key working relationships a job holder needs to have INSIDE and OUTSIDE the company to accomplish the job)

Internal
Roles you need to interact with inside the company to enable success 
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 TWF Business & Field Teams:To align on AOP, drive BAU execution, program manage new initiatives and conduct reviews
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 ARU Team:To discuss and share market insights and drive changes to campaigns
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 Collections Team:To review collections cases, get insights and address issues between sales and collections
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 Operations Team:To ensure seamless processing and drive process changes
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 HR and Finance Teams:To align on incentive plans and payouts

External
Roles you need to interact with outside the company to enable success 
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 NA

7.  DIMENSIONS
(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial Dimensions (FY 21)
(These should be quantifiable numerical amounts)
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 Total Income- Y1 73 Cr, Y2 362 Cr, Y3 881 Cr
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 Operating expense ratio to net Income- Y1:117%, Y2:71%, Y3:57%
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 Loss to AR- Y1:0.56%, Y2:1.7%, Y3:2.85%
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 Return on total assets ratio- Y1:-4%, Y2:2.9%, Y3:3.9%

Other Dimensions (FY 21)
(Significant volume dimensions associated with the job)
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 Total team size:Y1 :155 ,Y2 :455 Y3 :722
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 Number of Direct Reports:Y1 : 1; Y2 :4; Y3:6
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 Number of Indirect Report    

Required Qualifications and Experience  
SKILLS AND KNOWLEDGE
(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Educational Qualifications
a) Qualifications
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 Minimum Qualification:Post Graduate in Finance
b) Work Experience
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 Minimum 12 years of experience in Distribution & Sales
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 Prior experience in financial products and risk management