- Experience in SME client acquisition and SME lending with strong skills in sales management and training
- Manage SME client acquisition through a team of Relationship Managers, achieve sales targets, train and mentor RMs, coordinate with internal channels, and execute micro marketing activities
Manage Recent To Bank SME Client Acquisition thru a team of Relationship Managers Achieve pre-decided Sales Targets while showing consistent month on month growth in volumes
Continuously train RMs on Product, Process and Sales Pitch including Objection
Handling aspects. Proactively highlight Training gaps to Regional Sales Manager so that effective Training intervention can be organised centrally
Explain the Targets & Incentive plan to the RMs clearly and prepare a DAILY
ACTION PLAN for each RM which will ensure incentive earning at RM level
Maintain a DAILY RIGOUR in terms of checking RM activity, Tracking prospect gathering and Sales closing
Go on Joint Calls with RMs for improving Sales ability,
for Closures and for improving Productivities of RMs
Work closely with Branch and CBE Channels and actively moot, design & execute micro marketing activities in targeted segments / areas to generate business
Create strong bonding with internal Channel partners viz Branch RMs, CSEs,
Branch Managers, Tellers & CBE team members in order to create top of mind recall and generate leads for RMs for meeting budgets
Organise meetings with Trade Association Groups and make presentations to them in order to target bulk relationships from key segments
Develop strong DSAs & Chartered Accountant groups from whom leads can be generated
Create strong bonding with local Credit & CAD teams in order to get client cases disbursed smoothly
Counsel / Mentor RMs to ensure retention of good talent while quickly moving out underperformers from the system with the help of Regional Sales Managers Role & responsibilities