National Head - Microfinance

Achieving & exceeding Business goals and targets for MFI JLG Loans
Managing and supporting the effective deployment of business team with respect to the geographical area (25 branches), exploring new markets and in allocating resources to most profitable opportunities
Achieve defined business targets and maintain healthy portfolio quality as defined in AOP.
Monthly 10 days location travel for branch and customer visits
Ensure teams adherence to business (Sales + Collections) governance & compliance processes
Identifying the need of JLG business operational Model training, analyzing changing market trends, channel deployment etc.
Takes inputs from Area Managers on status of files at different stages of processing - suggests priorities, alternatives, and solutions; Takes stock of the situation and discusses the plans for the day with Area Managers and Branch Managers - stresses on anticipating sales challenges and working accordingly
Reviews conversion periodically during the day - drives achievement; Derives end of day status - logins, disbursements, holds, etc., so as to provide a clear picture to the business; Plans with team the follow-through actions for the next day
Gauges the potential of the region - spurs more complete segmenting of customers in the catchment; Identifies with team, profiles to target and avoid
Assists in Collections cases during branch visits, meets customers regularly in the region to identify any pain areas in the process and provide suggestions and inputs to better our operational model.
Judges and plans branch wise and product wise growth along with the team; Guides teams to plan achievement of targets
Cascades finalized plans received from Zonal Manager to the team members - derives aligned performance targets for each, on the basis of potential gauged; Plans with each to achieve their targets
Downloads to Area Managers and Branch Managers product and policy updates and explains their rationale - drives onward communication of the updates to the entire team; Gauges clarity within the team on product and policy updates through file holds, rejections, rework, etc., and spurs communication to improve understanding
Conducts Quarterly face-to-face reviews, gives feedback on improvement areas; Provides feedback to under-performing team members - seeks to understand causes, so as to provide timely and appropriate inputs and support
Understands each team members learning needs based on performance, behavior, future team needs and individual aspirations; Co-creates developmental plans along with them; Ensures manpower training, especially new joiners in the region.
Provides relevant inputs to team members personally; Influences to arrange for other impactful inputs for them, as per plan
Listens to and understands team members issues - addresses them to the extent feasible; Keeps Zonal Manager informed of key issues and involves him as well as HR where needed
Nominates team members for reward and recognition commensurate with their achievements; Appreciates team members appropriately in internal forums as relevant| Develops and maintains relations with counterparts in Operations, and relevant HO teams - stays aware of their challenges and conveys own to them
Tracks files on hold, and deviations from TAT - intervenes where needed
Reviews profiles being offered and avoided, seeking to maximise the addressable market without increasing delinquency ratios
Works to ensure weak or new geographies achieve productivity norms early
Makes manpower projections, decides on team size and distribution per location, and annual growth plans
Conducts final interview with shortlisted Branch Manager candidates, informs Zonal Manager and HR; Shortlists candidates and conducts initial interviews with them for Area Manager positions - makes recommendations to Zonal manager
Reviews and discusses achievement with team periodically; Conducts mid-year and annual performance review per team member, providing feedback for their improvement Key Decisions / Dimensions
Finding out new locations for launch, partner with local admin team to build new branches in the region.
Business (Sales & Collections, Operational Model) compliance governance adherence and recommend corrective action for the same Major Challenges
Attrition control & retaining employees, ensuring branches are staffed optimally
Getting business from critical markets & competition from other MFI companies in deep geo
Maintaining portfolio efficiency and quality across all branches in span. Required Qualifications and Experience
a) Qualifications
Graduate, Post Graduate - MBA
b) Work Experience & skills

Graduation with 6 to 8 years and MBA with 5-7 years of relevant experience in driving MFI JLG business in local geo

SKILLS AND KNOWLEDGE
Demonstrated success & achievement orientation
Strong analytical skills to drive channel performance and drive profitability.
Strong bias for action & driving results in a high performing environment.
People & Relationship Management skills.
Excellent Communication and Negotiation Skills
Affirmative in nature, Strong Leadership Skills, Clarity of thought and perseverance.