- Job Purpose:

Regional Sales Head is responsible to lead the SME LAP business for in the assigned region 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.

- Key Result Areas:

Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets

Channel types

- Direct Sales Agents

- Mediators(CAs)

- 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 transparent 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

📌 Regional Sales Head SME LAP, Goregaon
🏢 Abacus Consultants
📍 Goregaon