01Overview
The purpose of this job is to plan Cluster Sales Manager / Sales Manager and business growth with the Lead (UBS) and meet stated targets considering local variances and competitive dynamics.
Create and manage Home Loan sales at respective region to develop new relationships by originating leads from and manage Ultratech Channels like (Ultratech Depots, Dealers, and Ultratech Business Solution Dealers) through SRO / RO.
To develop and manage a team of Senior Relationship Officers and Relationship Officers across the area mapped to develop business: The product portfolio includes Home Loan This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health.
The UBS vertical provides long-term Home Loan by originating leads through UltraTech Channels and Open Market customers for Small ticket Home Loan and Informal Lending.
Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.
While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.
For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.
For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment.
The ASM ABHFL is responsible for achieving sales targets as agreed with the Regional Sales Manager UBS - ABHFL, in terms of targeted book size, profitability, growth & customer service objectives.
To create a sales operating plan with the team, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at achieving sales targets
To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city
To constantly upgrade financial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability
To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
To ensure compliant sales operations at all times, despite sales pressures and market cycles
Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.
Education & experience required to fulfil this profile are a postgraduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales.
KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters)
Branch Sales Planning & Management
Work with Regional Sales Manager on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc.
Manage day-to-day branch operations and administration
Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to Regional Sales Manager - ABHFL as well as to team members
Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
Track cases in the complaint tracker/ escalations .
