POSITION DESCRIPTION JOB TITLE : Cluster Manager GRADE : SM DEPARTMENT : Vehicle Finance LOCATION : BRANCH SUB-DEPARTMENT : TYPE OF POSITION : Full-time REPORTS TO : Regional Sales Manager REPORTING INTO RO or BC

ROLE PURPOSE & OBJECTIVE

Vehicle Finance Loan is a growing business for Ujjivan SFB. The Cluster Manager - Vehicle Finance Loan is an important position that will drive this business in the respective cluster. The position is responsible for overall growth and success of the business in the cluster.
Build productive team of Relationship officers/Business Correspondents in the clusters assigned
Oversees the performance of the VF portfolio of his/her cluster and branch in terms of growth (amount and client base) and drive productivity of Relationship officers by guiding them and carrying out constructive reviews of their performance
Overall responsible for the control and recovery of loans in his/her cluster through risk assessment and recovery strategies.
In coordination with the Credit & Product teams, identifies suitable branches and locations for VF 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 and placing new Relationship Officers at branches & dealerships
Operational Cost of managing the Conveyance and Claims of Relationship Officers
Cost of procurement of marketing collaterals, sales aids for brand building
Expected to manage a portfolio of Rs.15 Cr. progressively
Managing one or more products across the branches of operations
Managing a team size of 10-15 employees progressively
Managing assets like marketing collaterals, Stationery and Systems
Managing hiring and placement of Relationship Officers at required branches & dealerships

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials




Drive daily/ 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
Drive additional business from referral channel, phone banking & pre-approved leads
Manage dealer relationship by close interaction with dealerships through regular visits
Efficient staffing by timely recruitment & training of ROs
Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.
Approve deviations and exceptions according to policy in place.
Customer (Both Internal & External)
Ensure customers are educated about all products/services offered by Ujjivan.
Ensure customer conversion by offering 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.
Drive collection of initial EMIs [for 4MOB cases] through the ROs to ensure better portfolio health
Ensure recovery & updation of RC & PDDs withing the allowed time period through ROs
Ensure, supervise the correct implementation of the credit procedures including all the respective tools
Innovation & Learning
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 ROs against defined goals/metrics and take corrective action wherever required

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational
Qualifications
Graduate in Commerce or relevant subjects
An MBA or equivalent is an added advantage
Experience(Years and Core Experience Type)
~ Minimum 5 years in sales and documentation of loans of which at least 2-3 years in VF Loans, in an NBFC/ Bank/HFC. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales

Certifications
~ Relevant certifications shall be an added advantage

Functional Skills
Ability to create teams and drive sales performance. Will be required to take complete ownership of VF business at Cluster level.
Ability to engage with customers & dealers, Plan & execute Marketing and Sales promotion
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.
Adequate Computer knowledge
Behavioral Skills
Sound understanding of loan products
Should possess Training Skills
Willingness to travel & relocation as per business requirements and career opportunities
Managing customer & dealer relations
Performance oriented
Competencies
Adequate Computer Knowledge
Competent to handle MIS systems and Lending Software

KEY INTERACTIONS

INTERNAL

EXTERNAL

Product and Marketing Team
Regional Operations, Credit
Audit, Vigilance and FCU team
Area Manager & RSM
Legal Vendors
External marketing agencies
Competitor Counterparts
Prepared By

DATE :

REVIEWED BY: Vehicle Finance Team

DATE: 02-02-2024

LAST UPDATED BY: TM Team

DATE: 03-02-2024

📌 Director of Banking & Finance (India)
🏢 Ujjivan Financial Services
📍 India