The purpose of this job: To execute sales operations and source/ manage ground-level client relationships for the SME D2C, through consumer reference, connectors, direct sourcing etc. in line with assigned sales targets and focus areas. It also coordinates with Risk and Operations teams to ensure compliant and efficient sales operations, and portfolio health.o To effectively contribute towards building the SME line of business and loan book by marketing/ selling all products (LAP/LRD) and solutions to potential and existing customers at targeted yields and fee through a strong market analysis and client base. To strengthen business network through the identification and sourcing of consumer base, through knowledge sharing and capability building.To ensure client acquisition through effective networking, organizing local area programs, direct client sourcing, cross-selling through group (ABG group companies). To ensure all necessary due diligence is conducted to prevent fraudulent loans and ensure all sales processes are carried out in keeping with internal and regulatory guidelines:
Sales Planning &Operations
Work with Area Head and plan sales operations for achieving targets (including cross-sell), considering competitive forces and local trends
Scan the local market and competitive offerings on a periodic basis to adapt sales efforts accordingly
Provide data for and compile periodic MIS reports for disbursements, NPAs, target achievement, etc.
Customer Acquisition/Engagement
Targets new client acquisition through sourcing of leads/direct clients and business conversions in conjunction with existing clients, Area Head and independently as well
Manages retention of existing clients and activation for cross sell [ ABG/ non ABG], ensuring growth in business volumes
Strengthens & leverages existing client relationships to generate leads and business through word of mouth and good will
Ensures regular meetings and sales calls with prospective clients and direct sourcing.
Ensures acquisition of the right profile of customers by sourcing customers based on relevant surrogates as per the segmentation norms
Provides inputs to Area Head on competitor activity & latest market developments in the local area
Drives and participates in initiatives, campaigns and contests to generate business through direct client sourcing keeping with seasonality of local/ regional business cycles
Monitors and achieves target book size through the above activities
Operational Effectiveness
Execute operations efficiently across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Ensure adequate focus on direct sourcing, working with Manager for interfacing with senior stakeholders/ complex cases
Implement prescribed processes and best practices to enhance operational effectiveness, productivity and sales performance
Self-Development & InternalStakeholder Management
Attend relevant technical and behavioral trainings/ seminars and work on self-development initiatives
Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets
Portfolio & RiskManagement
Work with the Risk, Operations and Sales Governance team members to ensure adherence to risk management and control mechanisms
Ensure compliant sales operations and sound risk management in day-to-day operations.
Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality
