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Key Result Areas (Max 1325 Characters) |
Supporting Actions (Max 1325 Characters) |
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Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets Channel types 1. Direct Sales Agents 2. Mediators(CAs) 3. Internal sources that provide qualified leads like marketing department |
• Guide Relationship Managers in creating the database of potential channel partners in Area • Evaluate potential channel partners in Area • Meet & negotiate terms of engagement with potential in line with business potential • Onboard the channel partners • Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners |
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Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets |
• Set weekly targets with Relationship Managers • Conduct weekly review and daily activity tracking of Relationship Managers • Meet key customers along with channel partners & Relationship managers • Ensure smooth coordination of team with internal stakeholders to process the applications • Negotiate commercial terms • Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement • Expedite loan approval decisions by providing risk mitigation solutions Ensure fulfilment by team of qualified leads provided by mediators, internal sources • Ensure team is giving the right picture to customers & no overcommitment is being made • Reiterate repeatedly to Relationship managers the business/product USP |
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Disbursal; Customer Service- Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Area |
• Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines • Ensure smooth coordination of team with vendors for timely submission of relevant customer documents • Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal • Ensure completion of customer transaction by team with appropriate documentation • Monitor hygiene post disbursal and provide solutions to any issues like statutory issue |
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Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes |
• Gather market intelligence personally and push team to do the same • Carry out competition benchmarking • Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc |
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Portfolio quality, Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Area |
• Review overdue account on a daily basis in the Area • Ensure interventions by team to ensure collection for initial overdue accounts on timely basis • Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees • Implement all cost management initiatives on a timely & accurate basis |
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Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Area |
• Ensure the team has a clear understanding of the company policy in the market • Ensure process adherence by team for pre & post sourcing processes • Collate Area level Sales MIS & circulate • Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements • Mentor the team to display the right sales behaviors and follow right sales practices in the market |
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People Management – Develop a productive team by recruiting, training, motivating and retaining team members |
• Recruit on a timely basis • Implement training plans & ensure personal growth of team members Complete regular performance reviews and feedback • Motivate and ensure retention of team |