• 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 explicit 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 fast-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

📌 Territory Sales Head (Nashik)
🏢 Ujjivan Small Finance Bank
📍 Nashik