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ABFL-Area Sales Manager-STSL-Jaipur

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Aditya Birla Group

1mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    People, HR & Administration
  • Jaipur

AI generated summary

  • You must drive business growth via channel management and customer acquisition, ensure risk management and profitability, enhance process efficiency, and manage internal and external relationships effectively.
  • You will drive business growth by managing channel partners, acquiring customers, ensuring timely loan disbursement, maintaining portfolio quality, and developing your sales team.

Requirements

  • Key Result Areas
  • Business growth through Channel Management
  • Business growth through Customer Acquisition
  • Disbursal & MIS
  • Market Intelligence
  • Portfolio quality & Risk Management
  • Profitability
  • Process Efficiency & Operational Effectiveness
  • People Management
  • Sales Managers
  • Internal
  • SMs
  • Risk
  • Operations
  • Collections
  • Policy
  • Finance
  • HR
  • IT
  • External
  • Channel Partners
  • (Zonal DSAs/ Representatives)
  • Existing and Prospective customers
  • Vendors

Responsibilities

  • Business growth through Channel Management - Effectively grow and leverage the channel network in Area to ensure meeting of topline & bottom line targets
  • Explore & identify potential channel partners in Area
  • Evaluate potential channel partners in Area
  • Meet & negotiate terms of engagement with potential channel partners in lines with business potential
  • Onboard the channel partners
  • Constantly engage with & activate key area level channel partners while ensuring targeted ROEs for the channel partners
  • Implement engagement programs & sales training to develop channel partners
  • Monitor SLAs, sales efficiencies and RoI of channels
  • Business growth through Customer Acquisition- Ensure customers are acquired by selling STSL towards meeting topline targets
  • Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives
  • Cascade goals to Sales Managers; Set weekly targets with Sales Managers
  • Conduct weekly review of Sales Managers
  • Meet customers along with channel partners
  • Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
  • Ensure smooth coordination of team with internal stakeholders to process the applications
  • Negotiate commercial terms
  • Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
  • Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources
  • Disbursal & MIS - Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Area
  • Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
  • Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
  • Ensure completion of the transaction of team with customer with appropriate documentation
  • Collate Area level Sales MIS & circulate
  • Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes
  • Gather market intelligence personally and push team to do the same
  • Carry out competition benchmarking
  • Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc
  • Portfolio quality & Risk Management -Maintain quality of portfolio to minimize NPAs
  • Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals
  • Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses
  • Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends
  • Review over due account on a daily basis in the Area
  • Ensure interventions by team to ensure collection for initial overdue accounts on timely basis
  • Ensure collaboration by team with Collection teams for remaining over due cases & ensure collection on a timely basis
  • Profitability-Implement measures to ensure profitability of Area
  • Focus on sales volume and value (higher yield and margins) through the team in the Area by right pricing, cross selling, processing fees
  • Implement all cost management initiatives on a timely & accurate basis
  • Process Efficiency & Operational Effectiveness - Drive process improvements to ensure process efficiencies in the Area
  • Ensure process adherence by team for pre & post sourcing processes
  • Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion
  • Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture
  • Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements
  • People Management – Develop a productive team by recruiting, training, motivating and retaining team members; Develop relationship with internal stakeholders
  • Recruit on a timely basis
  • Implement training plans
  • Complete regular performance reviews and feedback
  • Motivate and ensure retention of team
  • Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination

FAQs

What are the key responsibilities of the ABFL-Area Sales Manager?

The key responsibilities include business growth through channel management, customer acquisition, timely loan disbursal, market intelligence gathering, portfolio quality and risk management, profitability measures, process efficiency, and people management.

Who will the ABFL-Area Sales Manager be managing directly?

The ABFL-Area Sales Manager will directly manage Sales Managers responsible for building the targeted book size and developing short-term secured loans.

How often will the ABFL-Area Sales Manager interact with internal teams?

The ABFL-Area Sales Manager will interact with internal teams daily for various purposes like business MIS reviews, proposal evaluations, client servicing issues, and coordination on overdues.

What are the types of channel partners the ABFL-Area Sales Manager will engage with?

The channel partners include Direct Sales Agents (DSAs), online aggregators, and internal sources that provide qualified leads.

How is the performance of channel partners monitored?

The performance of channel partners is monitored through SLAs, sales efficiencies, and return on investment (RoI) to ensure targeted results.

What is the primary focus for customer acquisition in this role?

The primary focus for customer acquisition is to identify business growth opportunities, drive new account acquisition strategies, and ensure the alignment of submissions from channel partners with internal policies.

How does the ABFL-Area Sales Manager contribute to risk management?

The ABFL-Area Sales Manager manages portfolio activities, monitors creditworthiness, and collaborates with the Risk team to ensure proactive identification of risks and escalation cases.

What training and development responsibilities does the ABFL-Area Sales Manager have?

The ABFL-Area Sales Manager is responsible for implementing training plans, conducting regular performance reviews, and motivating team members to ensure retention.

How will the ABFL-Area Sales Manager gather market intelligence?

The ABFL-Area Sales Manager will personally gather market intelligence as well as encourage the team to conduct competitive benchmarking and share insights with the Regional Head.

What is the nature of the relationship between the ABFL-Area Sales Manager and external channel partners?

The relationship involves product and business development initiatives, relationship building, and understanding customer needs for potential new products.

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Aditya Birla Group

Manufacturing & Electronics
Industry
10,001+
Employees

Mission & Purpose

We are Big In Your Life. A journey like no other. Offering innovative products and services, reaching out to millions globally, adding value and adding purpose. As a global industrial powerhouse, we impact millions of lives daily. A global conglomerate, Aditya Birla Group is in the League of Fortune 500, anchored by an extraordinary force of over 187,000 employees belonging to 100 nationalities across 41 countries. We are Big In Your Life through a myriad of offerings, from aluminium beverage cans to construction materials, fashion wear, tyres and plastics, voice and data services, and much more. Our seven decade-long growth journey is underpinned by our philosophy of responsible business practices and stakeholder value creation. Today, Aditya Birla Group businesses are global powerhouses across sectors such as metals, pulp and fibre, chemicals, textiles, carbon black, telecom and cement. Our overseas operations across North America and South America, Europe, Africa and Asia account for 50% of the Group's revenues. We are an employer of choice and were named the 'AON Best Employer in India' for 2018 - the third time in the last seven years.