Position Description

JOB TITLE : Area Manager-Vehicle Finance

GRADE : AVP-I

DEPARTMENT : Vehicle Finance

LOCATION : As Assigned

SUB-DEPARTMENT : TYPE OF POSITION : Full-time

REPORTS TO : Regional Sales Manager-Vehicle Finance

REPORTING INTO

Cluster Manager –Vehicle Finance

- ROLE PURPOSE &
- OBJECTIVE

- Vehicle Finance Loan is a growing business for Ujjivan SFB.

The Area

Manager- Vehicle Finance Loan is the most important position that will drive this business in the respective clusters. The position is responsible for overall growth and success of the business in the cluster.

- Build productive team of Loan officers and cluster Managers in the Area/cluster assigned
- Instigate a habit of doing business through alternate channels like branch, location level tie ups, understanding area wise profiles and build business around it.
- Oversees the performance of the VF portfolio of his/her region by area and branch in terms of growth (amount and client base) and productivity of cluster manager/loan officers by guiding them and carrying out constructive reviews of their performance
- Evaluating the changes made in process/policy/systems and taking initiative to properly communicate the change.
- Overall responsible for the control and recovery of loans in his/her region, risk assessment and recovery strategies.
- In coordination with the Credit &

- Product teams, identifies suitable branches and locations for Vehicle Finance business loan and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of VF business
- Work closely with Product and Marketing team to drive suitable branding and marketing activities in his/her respective cluster.
- SIZE OF THE ROLE

FINANCIAL SIZE NON-FINANCIAL SIZE

- Cost of hiring new Sales Managers
- Operational Cost of managing the Conveyance and Claims of Sales Managers
- Expected to manage a portfolio of Rs.100 Cr.

Progressively

- Derive business through alternate channels to the tune of 15% of the overall volumes.
- Managing one or more products across the locations assigned
- Managing a team size of 5-8 SMs
- KEY DUTIES &

RESPONSIBILITIES OF THE ROLE

Business/Financials





- Drive Weekly /Monthly accomplishment of targets according to the annual/monthly targets established for the area and branches under his/her responsibility by providing guidance and solutions to his/her team as required
- Strategize for the growth of the locations under him/her by identifying dealers for business expansion by doing market study
- Understand challenges in the assigned locations and suggest suitable solutions to business team in the form of competitor analysis, policies & process improvements
- Efficient staffing by timely recruitment & training of Sales Managers
- Evaluation of new location in the area handled along with proper justification, industry briefing and health check up of the locations.
- Drive productivity of Sales/Cluster Managers
- Appraising on ground staff which are on zero productivity and get deep down into discussion and possible solutions for them to be out of zero productivity.
- Approve deviations and exceptions according to policy in place.

Customer
- Ensure customers are educated about all products/services offered by Ujjivan.
- Ensure lower customer attrition by providing different products as per customer requirement.
- Focus on lower TAT as per laid down standards.

Internal process

- Ensure compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.
- Monitor portfolio health by driving collection of 4MOB cases. Maintain business hygiene by keeping the RC &

- PDD pendency within allowed limits
- Focus on income generation through collection of charges levied on customers.
- Ensure, supervise the correct implementation of the credit procedures including all the respective tools

Learning &
- Performance

- Ensure that all members of his team are up to date on all relevant circulars and all products/services offered in the Branch
- Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement
- Ensure adherence to training man-days/ mandatory training programs for self and reportees




- Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees
- Monitor performance of SMs against defined goals/metrics and take corrective action wherever required
- MINIMUM REQUIREMENTS OF KNOWLEDGE &

SKILLS

Educational

Qualifications

- Graduate, preferably Post Graduation

Experience

- 10-12 years in sales and documentation of loans of which at least 6-7 years in Vehicle Finance Loans, home loans or loan against property in a Financial Institute.

Mixed experience of Sales + Credit is acceptable, but should be predominantly in sales.

Functional Skills

- Ability to create teams and drive sales performance.

Will be required to take complete ownership of Vehicle Finance Loan at sub-regional level.

- Ability to engage with customers & dealers, colleagues & agencies providing valuation and legal opinion. Plan & execute Marketing and Sales promotion for Vehicle Finance Loan
- Ability to plan and coordinate
- Team Leading Experience is highly preferred
- Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required.

Has good verbal fluency and uses simple, clear and purposeful language.

- Good Computer knowledge.
- Characteristics of Entrepreneurial Behavior –
- Ability to plan, set goals, initiative, persistence, self-discipline, capacity to take risks, produce support networks and assess the market
- Establishes a friendly and professional relationship with the entire team

Behavioral Skills

- Leadership skills
- Interpersonal skills – ability to handle various types of mindsets and get desired output for meeting bank’s goal
- Willingness to travel & relocation as per business requirements and career opportunities
- Managing dealer relations
- Performance oriented
- KEY INTERACTIONS

INTERNAL

EXTERNAL

- Product and marketing team
- Legal & technical team
- Regional Ops, Credit, collection
- External marketing agency
- Audit, Vigilance, Admin &
- FCU team
- Govt authorities
- Lead Banks
- State Level Bankers Committees
- Branch Banking Team
- State Govt Agencies/ Panchayats

PREPARED BY: Sabyasachi Mahapatra

DATE: 6 th June’24

REVIEWED BY: Ankit Trivedi DATE: 19-Jun-2024 LAST UPDATED BY: TM Team DATE: 19-Jun-2024

📌 Area manager - Vehicle Finance- Bangalore (Bengaluru)
🏢 Ujjivan Small Finance Bank
📍 Bengaluru