Sales Manager-Retail Assets-Gold Loans

Job Purpose

Sales Manager is key to sales process since he is the face of the front end for the product , who drives the banks  primary objective to acquire gold loan business SM has to handhold the channel partners viz Branch, Alternate channels as well as the external DSAs.  Key in gold loan is management of Fullfillment branches -FB (loan processing centers) They are assigned the targets depending on their geography, that they are located and the Fulfillment branches that has been allocated to them. Each SM has been  allocated productivity benchmark which is in conjunction to the business objective . Achievement of these benchmarks helps in achieving the product vision

Job Responsibilities(JR) : 6 8 Areas Actionable

(4-6)Meet Productivity benchmark and achieve target

• Ensure strategic plans to achieve target based on the allocated FB and the NFB for business achievement
• High level of engagement is required with branches since they are primary sourcing channel for gold loan
• Monitor lead generation avenues and ensure there is no degrowth across all the channels. Close review on nil leakages of lead conversion
• Transparency on reporting to supervisor in terms of all activity and updating of any issues that is being faced with any sourcing channels or FOS so that timely actions are being taken to ensure business continuity plan

Monitoring of FOS productivity

• Gold loan is the only product wherein the customers walk in the branch and FOS is the face of the bank Hence FOS has a critical role to play
• FOS should be abreast of the changes that is being effected in terms of product features, pricing, policy, process , compliance etc  They are facing the customers at the FB and imperative that they are updated on the latest process and procedures
• FOS management is critical in gold loan since the FOs is based out of FB  and need to be ensured that their productivity is being met to break even the requirement for business required for a FB
• Grooming the SO to keep them motivated by making them productive and making them aspire for higher business numbers

Successful Marketing Campaigns and enhance visibility in and around catchment

• Gold loan has fierce competition from NBFC and PSU banks .It is important that the SM is well aware of the market potential and strategise the marketing activities as per the catchment requirement
• Marketing creative's and collaterals to be aligned as per the geography ex: SURU, Metro and Urban markets
• Making every marketing campaign a success
• All relevant marketing collaterals to be displayed as per the banks guidelines to enhance visibility.
• All relevant Collaterals to be made available with all channel partners to create visibility which should increase leads for enhanced business

Sales Process/ House Keeping /Lead Management/

• Bank has laid down sales management process which are crucial to business ethics and audit requirement and each SM has to ensure same is being adhered
• Cogent is platforms which is required to be updated at regular intervals to minute meeting with branches along with actionable of each stakeholders.
• Visit to channels viz branches, DSA, alternate channels and ensure presence created along with addressing of their challenges and plan their business achievement
• Meet gold loan customers and NTB customer and look forward  feedback on product improvisation, process efficacy, appreciation for betterment of bank visibility as well as bring in improvement within banks policy
• Updation of customer interaction feedback in Customer interaction platform so that the feedbacks can get actioned by the product team
• Update on deferrals and ensure there is no audit remarks on the delays in submission of documents
• Team management
• Team management is key for success of any business. Hence it is critical that SM has to ensure that the team is every motivated and is in high spirits for delivering of business actionables
• Planning of hiring and managing the churning of FOS is vital since this segment has high turn around's and ensuring that throughout the year there is no shortfall of resource.
• Cross Sell
• Understand customers overall need and assess opportunity of cross selling of any additional product other than gold loan.

Educational Qualifications Key Skills(examples listed below)

• Graduation:
• Post-Graduation:

Key Skills

• Sales and Influencing Skills
• Banking Product & Process Knowledge
• Planning and Organizing Skills
• Communication
• Knowledge of Competition & Current trends in financial Industry.

Experience Required

• Exposure in retail sales
• Experience in years 3-4 years
• Exposure to banking preferable (Working experience in Financial or other industry in sales)

Major Stakeholders (intra team and cross functional stakeholders, who would need to be interacted with for discharging duties) (examples listed below)

• Customers
• Channel Partners Both internal and external
• Operations- Front end (GLO) and backend CPU (4 Regional CPU)
• Credit team - Valuers and Central Credit team
• Branch Control Unit
• Product Team