The Area Sales Head is responsible for driving business growth, profitability, and portfolio quality across the assigned geography by leading the SME Retail Emerging Markets business. The role focuses on acquiring MSME customers, expanding channel partnerships, ensuring superior customer experience, maintaining portfolio quality, and developing high-performing sales teams while delivering sustainable business growth.
2. Key Responsibilities
Business Growth
- Drive SME secured and unsecured lending business across Madurai and adjoining markets.
- Deliver disbursement, revenue, profitability, and portfolio growth targets.
- Develop annual and quarterly sales strategies aligned with business objectives.
- Build solid market penetration across assigned territories.
Sales Management
- Drive sourcing through Direct Sales Teams, DSAs, connectors, CA networks, builders, and referral channels.
- Ensure healthy sales funnel management.
- Improve lead conversion and productivity.
- Monitor branch-level business performance.
Portfolio & Credit Quality
- Maintain healthy portfolio quality.
- Ensure sourcing within prescribed credit policies.
- Work closely with Credit, Risk, Legal and Operations for timely approvals.
- Monitor delinquency and collection efficiency.
- Drive early warning monitoring for stressed accounts.
Customer Acquisition
- Acquire MSME customers across Manufacturing, Trading and Services segments.
- Build long-term customer relationships.
- Increase wallet share through cross-selling.
- Ensure superior customer experience and quick turnaround time.
Channel Development
- Identify and onboard quality DSAs and channel partners.
- Strengthen partnerships with Chartered Accountants, Builders, Property Consultants and Business Associates.
- Conduct partner engagement programs.
- Drive channel productivity.
Team Leadership
- Lead Location Managers and Relationship Managers.
- Recruit, train and develop high-performing sales teams.
- Conduct performance reviews.
- Improve productivity through coaching and mentoring.
Business Governance
- Ensure adherence to RBI and company policies.
- Maintain operational controls.
- Ensure compliance with audit requirements.
- Drive ethical selling practices.
MIS & Performance Management
- Review daily sales performance.
- Track productivity metrics.
- Analyze portfolio trends.
- Prepare business forecasts.
- Present monthly business reviews.