Zonal Manager - Urban Two Wheeler

Drive growth and smooth operations of Two Wheeler finance business by identifying and driving business growth opportunities
To ensure the team meets sales targets given consistently by adhering to the laid down processes and policies
To ensure Dealers are engaged and provided support to ensure consistent Business
PRINCIPAL ACCOUNTABILITIES
(Accountabilities associated with the job)

Sales Planning and Tracking

• Monitors daily, the performance metrics of FOSs
• Reviews critical parameters of Sales Tacker and DSR with team - calls for action where necessary
• Monitors targets on - sale (logins, disbursals), cross-sell (eg, Extended Warranty, Insurance, Add-on Cards), TA, RF, etc - decides actions, schedule
• Achieving Sales Performance
• Monitors ticket sizes (ASPs) - drives greater focus on upselling where needed, guiding team to focus on specific models per segment (launch dates, manufacturer schemes), where relevant
• Monitors penetration targets of new products and value added services like Extended Warranties - directly with Dealers that are Key Accounts and through SMs for other Dealers
• Decides on action plans to speed up penetration of new products and services
• Ensures timely file submissions and timely processing;

Dealer Acquisition and Engagement
Helps dealers grow their business, eg, by providing them with market intelligence of new brands being introduced, etc; Spurs dealer enrolment for RF, TA / IBTA, explains benefits
Directly cultivates relations with Key Account Dealers and their staff, takes support of ASM/SMs and FOSs as needed
Reviews achievement per Key Account dealer regularly and other dealers periodically - jointly decides on improving performance per counter
Visits high value new dealers with ASMs for clarifications and relationship building

Communication and Campaigns
Organises promotional activities at dealer stores like loan melas / special exchange offers / exhibitions etc - drives achievement of targets
Focuses on supporting dealers through activities like SMS blasts periodically, to help liquidate inventory, etc

Risk Management
Works closely with RCU and Risk teams to de-list dealers and de-activate the dealer code, for dealers found to be involved in fraud - takes support from RSM as needed
Analyzes FEMI, bouncing cases of dealers, locations, etc; Develops precautionary guidelines for future cases; Provides support to the Collections team

Planning, Budgeting, Monitoring
Plans, shares and discusses for consolidating existing business and works on business expansion plans
Monitors performance vis- -vis set goals and works with team towards achieving them

Organization Design and Development
Planning for Recruitment and Hiring suitable candidates
Developing Team members
Conducts periodic branch visits, meets team members, develops rapport
Develops and maintains relations with counterparts in Operations, Collections, and in relevant HO teams

4. MAJOR CHALLENGES

Monitoring approved but not disbursed cases and following up with SMs, FOSs and dealers for updates on incomplete files at dealer locations
Intervening to understand and resolve on-hold cases with Operations and ensuring early closure
Meets low performing dealers personally to understand issues - works with them and with the relevant SMs to improve BFL support to store sales

5. DECISIONS
Manages dealer-wise loads by re-allocating the load effectively (encouraging certain dealers to take on extra loads - additional counters, etc)
Identifies and maps new dealer stores in different locations in discussion with SMs for planned acquisition
Decides on single-brand dealer empanelment as per policy guidelines and proposes the same to reporting manager
Sets goals for each SM - Quarterly, Half-yearly, Annual - aligned with targets for the location
Nominates team members for reward and recognition commensurate with their achievements

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

Internal Clients
Roles you need to interact with inside the organization to enable success in your day to day work
Ensures adequate communication to FOS, ISD and dealers on products, schemes and contests
Personally meets prospective dealers to influence acquisition, as needed;
Understands process and policy change documents, interprets implications for FOS and dealers
Periodic FOS and ISD coaching sessions - to equip them to face customer queries and explain product benefits
Intervenes for prompt communication to the Sales team regarding files on hold, and dispatch delays, if any
Dealers - providing them with market intelligence of new brands being introduced, etc; Spurs dealer enrolment for RF, TA / IBTA, explains benefits

External Clients
Roles you need to interact with outside the organization to enable success in your day to day work
Dealers and Manufacturer
Vendor
Agency and Consultancies
Customers

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

Financial & Other Dimensions
(These should be quantifiable numerical amounts)

For CD
Average no. of files handled: 900 - 1200
Average ticket size of 65k- 3 Lac
Total Team Size: 300-350
Number of Direct Reports: 4-5
Number of Indirect Reports: 20
Number of Outsourced employees: 36
Number of locations: 15-20

Products : Two Wheeler Finance
Cross Sell: ( Insta card, Extended Warranty, Insurance, VAS , Accessories finance etc)

Required Qualifications and Experience

Educational Qualifications

a) Qualifications
Post Graduation - MBA

b) Work Experience
Total Experience: 7 - 8 years
Relevant Experience : 5 - 6 years
Relevant sales experience in managing large sales channels in multiple market environments
Prior & relevant experience in the Financial Services Industry would be an added advantage.
Demonstrated success & achievement orientation.
Excellent communication skills.
Strong bias for action & driving results in a high-performance environment.
Demonstrated ability to lead from the front.
Excellent relationship skills.
Strong analytical skills to drive channel performance and drive profitability.
Exceptionally high motivational levels and needs to be a self-starter