State Head Sales - TW & 3W

Key Purpose of the Job :
The role holder is responsible for achievement of sales targets in a State for a product line in Vehicle Finance. The role holder is also responsible for formulating and implementing the sales strategy at various branches in the State.

Education Qualification / Skill sets required:
- Graduate/Post Graduate / MBA in Sales & Marketing with 12+ years of experience
- Should have around 10 years experience in vehicle finance industry
- Must possess excellent knowledge on the product line

Key Responsibilities
1. Formulate sales strategy for the product line such that it enhances Chola's market share in the State
2. Track branch performance and ensure achievement of sales targets in the product line
3. Lead and manage the product sales team in the State

1. Formulate sales strategy for the product line such that it enhances Chola's market share in the State
Track market trends, competitor practices and carry out market and competitor analysis relating to the specific product line
Undertake initiatives to enhance Chola's market share
Manage overall portfolio in the State by monitoring credit risk and collections on a continuous basis

Ensure that the NPAs in the State is within the specified limit
Study and analyze the MIS reports on disbursements, monthly collections, etc.
Recommend revision in credit norms considering changes in the market
Analyze and recommend changes in positive and negative customer segments, as appropriate
Set targets for individual branches taking into account the market conditions and potential
Monitor cost vs. budget on a regular timely basis
- Credit Evaluation
- Analytical Skills
- Big Picture Thinking
- Planning
- Judgement
- Building Relationships
Strategise on entry into new markets and locations in the State
Formulate plans for additional manpower (Branch/Area Sales Managers) at existing branches in order to achieve sales targets
Recommend partnerships with Manufacturers, Dealerships, etc. to boost sales
Manage certain key customer / dealer relationships

2. Track branch performance and ensure achievement of sales targets in the product line
Communicate the sales plan to various branches through the Regional Sales Managers
Identify issues faced by branches and advise Regional Sales Managers on solving problems effectively
Lead and guide the Regional Sales Managers to ensure that the Branch targets are achieved
Assess branch performance on a weekly and monthly basis and provide feedback
Review audit report and close all action points and concerns
- Team Management
- Coaching
- Synergy
- Taking Conversations
Encourage branches to achieve cross selling targets
Assist Regional Sales Managers to identify potential customers and help in generating leads

3. Lead and manage the product sales team in the State
Train & support branches in achieving sales targets
- Team Management
- Coaching
- Credit Evaluation
Identify training needs of sales team & ensure that customized credit training is provided
Ensure appropriate product training is provided to all sales teams at the branches
Guide the sales team with regard to competitor practices, vehicle trends, product launches, etc.
Appraise the regional sales teams and provide feedback
Recommend addition of manpower in specific branches in the event of large potential volumes
Motivate and foster team work among the product sales team