Area Manager - Commercial Vehicle Retail

• Achieving & exceeding Business goals and targets for Commercial Vehicle Finance. Managing & grooming of the team to achieve their respective targets

Duties and Responsibilities

• Achieving & exceeding Business goals and targets for Rural Two Wheeler Loans
• Creating a strong & compliant sales culture to drive business.
• Sales Force Management, data management and efficient use of call center leads
• Dealer visit along with sales manager/FOS
• Portfolio management - 99% zero bucket collections
• Maintaining FEMI at 9% across location & span
• Monthly 5 days location travel
• Ensure teams adherence to sales governance & compliance processes
• Adherence to customer delivery TAT
• Ensure implementation of promotional plans & contests and suggesting new and innovating promotion plan for the area of work.
• Recruiting and Retaining high performers.
• Team management & Grooming of the team to achieve their respective targets
• Managing the Delinquency of the business sourced to ensure health of portfolio
• Excel & power point presentation knowledge & skills
• Daily review with ABSM regarding projections / activity plan for the day
• Reviews with ABSM on projection verses delivery daily, to spur planning for the next day
• Ensures execution of the defined activity plan for customer visits by the team during the day
• Assists in Collections in HTS cases for buckets X and 1, as well as higher buckets
• Provides feedback to under-performing team members - seeks to understand causes, to provide timely and appropriate inputs and support
• Nominates team members for reward and recognition commensurate with their achievements; Appreciates team members appropriately in internal forums as relevant
• Resolves issues regarding documentations
• Decides on approaching customers of risk-prone geographical areas and profiles, and to stop approaching specific profiles, based on delinquency patterns
• Plans for business expansion - identifies and maps new areas, including fraud likelihoods, derives projections; Shares and discusses with branch teams and ASSCs - takes inputs to make action plans clear; Shares projections, action plans and budgets with RSM, seeking approval
• Cascades finalised plans received from RSM to the team - derives aligned short-term performance benchmarks such as DRR; Plans with team to achieve them
• Periodically monitors team on productivity metrics, and assists in resolving their issues; Monitors month on month productivity, WIRR, Insurance penetration, CC and CW lead penetration
• Shortlists from among initial candidate lists, makes recommendations of known candidates; Conducts initial interview with shortlisted candidates, providing comments as per format, and recommendations
• Reviews and discusses achievement with team periodically; Conducts mid-year and annual performance review per team member, providing feedback for their improvement

MAJOR CHALLENGES

• Team Management
• Retention of front line sales force
• Maintaining consistent delivery of high performance
• Attrition (on roll & off roll)

Required Qualifications and Experience

• Education
• Graduation / MBA

Experience & Skills

• Graduation with 4 to 6 years and MBA with 3-4 years of relevant experience
• Demonstrated success & achievement orientation.
• Strong analytical skills to drive channel performance and drive profitability
• Strong bias for action & driving results in a high performance environment.
• People & Relationship Management skills
• Excellent Communication and Negotiation Skills
• Affirmative in nature, Strong Leadership Skills, Clarity of thought and perseverance.