Area Sales Head SME SEG, Pune

5 - 8 years

Any Graduate

Sales

15 ~ 15 LPA

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

Area Sales Head is responsible to lead the SEG business for in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills.

2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

		SEG
Parameters	Measurement Unit	Last Year	Current Year (LE)	Next Year (Proj)
Parameters	Measurement Unit	FY 22-23	FY 23-24	FY 24-25
Closing Book	Amt In Cr	1906	3300	5500
No. of Customers (Lan)	Count	1786	2750	4500
Disbursement	Amt In Cr	1220	2100	3000
No of Locations/Branches	Count	75	100	125
Revenue-(NII + Fee Income )	Amt In Cr	86.27	126.30	142.65
PBT	Amt In Cr	15.6	54.7	80.1
PAT	Amt In Cr	12	41	60
CIR	%	60.15%	47.00%	35.00%
ROA	%	0.80%	1.77%	1.90%
ROE	%	5.34%	15.14%	15.00%
Insurance –Xsell	Net Amt In Cr	8.0	14.0	20.0
Quality/GNPA	%	2.50%	2.10%	1.90%
Sales + Collection + Support ( Head Count)	Count	130	150	225
Connector's & Vendor	Count	250	400	750

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section ((Max 3975 Characters)

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated
Key Result Areas (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
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
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
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
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
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
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
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

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Relationship Manager is responsible to Source/Sell SEG loans for to ensure achievement of one’s portfolio & bottom line growth targets while minimizing NPAs and achieving targeted return on equity. He/she has to be on the field & effectively & regularly interact/meet with existing & potential customers to gather market intelligence, convert leads, negotiate terms of loan, collect overdues etc

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives
Relationship Type (Max 80 Characters)	Frequency	Nature (Max 1325 Characters)
Internal
Regional Sales Head Team companies Support functions like HR, Fin, Risk, Collections Legal	Daily Daily Need basis Need basis	Update, Review discussions Lead, Guide, Monitor For cross selling To avail a service Coordinate
External
Dealers & vendors of Channel partners Customer	Weekly Daily Daily	Cross selling, lead generation Sourcing business, Review Selling, Negotiation, Relationship building

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.
	Job Holder	Reports to – Manager
Name
Signature (needed for the hard copy)

Area Sales Head SME SEG, Pune

Area Sales Head SME SEG, Pune

5 - 8 years

Any Graduate

Sales

15 ~ 15 LPA

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section ((Max 3975 Characters)

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type (Max 80 Characters)

Frequency

Nature (Max 1325 Characters)

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.