- POSITION DESCRIPTION

JOB TITLE Territory Sales Head-Branch Banking GRADE : AVP-I

DEPARTMENT

Retail Liabilities & TASC

LOCATION : Pan India

SUB-DEPARTMENT

Branch Banking

TYPE OF POSITION : Full-time

REPORTS TO

State Sales Head-Branch Banking

REPORTING INTO

Branch Sales Manager

- ROLE PURPOSE & OBJECTIVE

- The Territory Sales Head is responsible for overseeing the entire sales ecosystem within a defined geographic territory, ensuring the achievement of business targets across products, customer segments, and sales channels.
- This is a pure sales leadership role, sharply focused on acquisition, balance growth, cross-sell, and revenue maximization from liability products.
- The Territory Sales Head oversees and drives the performance of Branch Sales Managers (BSMs), ensuring each branch meets and exceeds its liabilities targets.
- The Territory Sales Head plays a pivotal role in driving new business acquisition, deposit mobilization, and cross-sell initiatives while ensuring alignment with the bank’s overall retail and branch banking strategy.
- This role is pivotal in ensuring the territory’s sales teams operate at peak productivity, leveraging both human and digital channels, and maintaining a competitive edge in the local market.
- The role demands strong leadership, sharp business acumen, and the ability to drive performance through teams.
- SIZE OF THE ROLE

FINANCIAL SIZE NON-FINANCIAL SIZE

- Entire portfolio for the region – 50 Crs
- Customer size: 2000
- TPP income: 2.5 Crs
- Forex Fee income: 50 Lacs
- Other income such as MF etc: 25 Lacs
- Team Span – 10 Branch Sales Managers
- Branch Coverage – 10 to 12 branches
- KEY DUTIES &

RESPONSIBILITIES OF THE ROLE

Business/ Financials

- Define and execute a territory-level sales strategy aligned with state and regional business goals, focusing on liability growth and fee income.
- Set territory-wide sales targets across products and monitor sales productivity and pipeline health across all branches and sales teams within the territory.
- Drive initiatives to improve productivity per salesperson,



ensuring sales targets are met through both branch-generated and field-generated business.
- Champion cross-sell initiatives, ensuring deeper customer engagement and maximizing wallet share across the portfolio.
- Identify new business opportunities, including sourcing new-to-bank (NTB) customers, deepening existing relationships, and driving wallet share growth.

Customer

- Ensure customer acquisition efforts prioritize quality over quantity, focusing on sourcing long-term, profitable relationships.
- Work closely with BSMs to ensure timely customer outreach via calls, emails, digital platforms, and in-person meetings.
- Drive initiatives to increase customer retention and relationship deepening, ensuring high levels of customer satisfaction.
- Oversee initiatives to reduce customer attrition and dormant accounts through proactive engagement strategies.
- Coordinate with branches to deliver superior customer service and promptly address sales-related service issues or escalations.

Internal Process

- Ensure branches and teams adhere to ethical sales practices, avoiding mis-selling and ensuring transparent customer communications.
- Conduct periodic territory-level sales reviews to identify gaps and implement corrective actions.
- Ensure full compliance with banking regulations, KYC/AML guidelines, operational risk frameworks, and audit requirements across all sales activities.

Learning & Innovation

- Identify training and upskilling needs in liabilities products, sales techniques, and customer engagement and work with HR and state leadership team to deliver targeted programs.
- Prepare a plan and training calendar, implement across territory and review them periodically.




- Create a performance-driven culture by setting clear objectives, monitoring performance, and ensuring accountability at all levels.
- Develop strategies for underperforming regions, ensuring course correction and business turnaround where needed.
- MINIMUM REQUIREMENTS OF KNOWLEDGE &

SKILLS

Educational

Qualifications

- Graduate with on-the-job experience in Branch Banking products.
- Post-graduate/MBA/Diploma in Banking & Finance or equivalent specialization is preferred.

Experience

- 7-12 years of experience in retail banking or financial services, with at least 4+ years in a sales leadership or territory management role.
- Proven track record of managing large sales teams, multi-branch operations, and achieving business targets.

Certifications

- NA

Functional Skills

- In-depth knowledge of retail banking products, including liabilities, assets, and third-party products.
- Strong understanding of multi-channel sales strategies, branch banking operations, and customer acquisition models.
- Good understanding of operational standards.
- Proven ability to drive sales productivity, target achievement, and process efficiency.

Behavioral Skills

- Exceptional leadership & interpersonal skills
- Detail and Quality Orientation
- Problem-solving ability
- Customer Service Orientation
- Team management and Coaching
- Excellent negotiation, persuasion, and relationship-building abilities.
- Resilient, adaptable, and able to operate effectively in a quick-paced, target-oriented environment.

Competencies Required

- Cultivating Network & Partnerships
- Managing Relationships
- Collaborating
- Driving Execution
- Decision Making
- KEY INTERACTIONS

INTERNAL

EXTERNAL

- Central Product Team
- Branch Banking Team & Leadership
- Compliance/Audit
- Central Liabilities Product Team & Leadership.
- NR/Resident Customers
- HNI Customers
- Community Influencers, and Local Associations
- New Customer Leads

PREPARED BY: Liju Thomas DATE – 5 th May’25

REVIEWED BY: Hitendra Jha DATE – LAST UPDATED BY: Liju Thomas DATE – 5 th May’25

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