01Overview
KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)KRA1Sales Planning & Management- Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team
Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challengesProactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the sameCommunicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales effortsDeploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimizationProvide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM ABHFL as well as to team membersKRA2Customer Acquisition/ Engagement- Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ originationWork closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction
Intervene where required to manage customer complaints/ grievances effectively, and escalate to ASM ABHFL as necessary to secure customer relationshipKRA3Operational Effectiveness- Monitor and ensure efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operationsDrive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impactKRA4Cross-Selling across ABFSG products- Drive team efforts as per Cross-Selling strategy agreed with ASM ABHFL
Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where requiredKRA5Team and Internal Stakeholder Management- Guide and develop team members for enhanced customer acquisition and engagement efforts, and hand-hold as required
Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives
Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targetsKRA6Portfolio & Risk Management- Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks
Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality .
