Branch Sales Planning & Management o Work with Territory Head (Sales) - ABFL on
devising the branch sales plan and team
approach for achieving targets, considering
product-environmental factors, competitive
forces and local trends, and cascade the
same to the branch team(s)
o Track industry and market developments,
scanning the local market and competitive
offerings on a periodic basis
o Oversee end to end branch operations and
performance, covering all aspects such as
sourcing, effectiveness, governance,
productivity, channel management, etc.
o Track & report on sales operations and
productivity metrics, and work towards
building a high-performance sales culture
o Manage day-to-day branch operations and
administration
o Provide data for, compile and review
periodic MIS reports for disbursements,
profitability, NPAs, market expansion, etc.
and communicate to Territory Head (Sales)
- ABFL as well as to team members
Customer Acquisition/ Engagement o Identify local business growth opportunities,
`
Annexure I : ABG Job Description Template
`
HayGroup Job Description Template 2017
drive expansion and new customer
acquisition initiatives to create a book of
targeted size
o Work closely with team members, hand-
holding critical/ complex transactions to
ensure favorable closure with customer
satisfaction
o Communicate sales targets and provide
team members clarity on business goals,
role expectations, product characteristics
and USPs to enhance effectiveness of sales
efforts
o Track cases in the complaint tracker/
escalations received, liaising with relevant
stakeholders as required to drive
satisfactory closure
o Deploy efforts/ initiatives in consultation with
Territory Head (Sales) – ABFL, arising from
customer satisfaction survey and resulting
NPS (Net Promoter Score), targeting
identified focus areas
o Propose and deploy approved solutions and
schemes to drive sales and enhance
profitability, ensuring dual focus on sales
expansion and cost optimization
o Serve as a point of escalation and manage
customer complaints/ grievances effectively,
intervening especially for key relationships
Operational Effectiveness
o To drive adoption of efficient business
processes/ operations across the Customer
Lifecycle (Sourcing, Approval, Servicing,
Collections)
o Manage local distribution across channels,
interfacing with senior/ critical partners/
stakeholders as required for smooth
operations
o Drive process efficiencies and faster TATs
through interfacing with stakeholders across
processes and functions (Risk, Operations,
Sales Governance) and efficient operations
o Drive high performance by reinforcing focus
on business and sales growth objectives,
effective client engagement, monitoring
sales operations and productivity metrics,
and providing support and guidance as
required
`
Annexure I : ABG Job Description Template
`
HayGroup Job Description Template 2017
o Drive the implementation of improved
processes and best practices in order to
enhance operational effectiveness,
productivity and overall business impact
Cross-Selling across ABFSG products o Drive activities and initiatives in the team as
per Cross-Selling strategy agreed with
Territory Head (Sales) - ABFL
o Drive alignment to the adopted Cross-
Selling strategy by supporting team
members with requisite communications,
training, guidance, etc. as required
Team and Internal Stakeholder Management o Guide and develop team members for
enhanced customer acquisition and
engagement efforts, helping them achieve
superior performance standards and hand-
holding where required
o Nominate teams for relevant technical and
behavioral trainings/ seminars and work on
self development initiatives
o Proactively liaise with internal stakeholders
for smooth cross-functional coordination
and alignment towards achievement of
business objectives.
Portfolio & Risk Management o Work with the Risk, Operations and Sales
Governance teams to ensure adherence to
risk management and control mechanisms
o Support risk and review process through the
credit approval process and by reviewing
the loan sanctioning, disbursement process
and documentation to ensure controlled
operations
o Review financial risk via analysis of city/
branch operations MIS and Data Analytics
reports
o Drive compliant Sales Operations and
sound risk management via partnership with
Risk, Operations and Sales Governance
teams, and necessary communication and
guidance; drive timely PDD closures and
collections
o As part of Relationship Maintenance with
institutional customers, review reports on
client accounts, business performance, etc.
and liaise with Risk while guiding team on
delinquency cases
o Train and guide the team for alignment with
`
Annexure I : ABG Job Description Template
`
HayGroup Job Description Template 2017
adopted early alert strategies to reduce
NPA risks and losses
o Ensure systematic MIS on NPAs and credit
trends, providing inputs on possible risks
that could impact portfolio quality