Z-2121 | Zonal Manager - B2B Sales (Home Loan)

Mumbai and Pune

VARIABLE - 25 % OF FIXED

6 DAYS WORKING ONLY 2ND SAT OFF

PRINCIPAL ACCOUNTABILITIES

1. Sales Planning & Review

• Receive monthly AOP target for B2B for the assigned zone (Mumbai and MMR) from Product / HO; Communicate and seek alignment on the set targets from the team (RSM, ASM, SM and PSF)  
• Drive performance of the team across set targets for the mini-month ends, closely review the sanction of previous month, Sanction Un-Disbursed (SUD) impacting the disbursements of current month; Track shortfalls and guide the team to prepare action items to meet the shortfall
• Lead mini-month ends (every 5 days) conducted with RSM, ASM and SM, review shortfalls and plans to cover the same; Guide team on the customer/ developer wise updates
• Visit the various branch locations within the zone (2-3) to review the performance of own team and understand on ground challenge, monitor deviations from set targets and provide course correction inputs

2.   Business Development

• Explore and develop business opportunities with the developers about upcoming new launches, future business plans, etc.
• Analyze the ticket size, location, profile, etc. and explore with developer the potential schemes / offers that may work and provide inputs to the back-end team
• Impart on the job training and guide development of the team in the field to enable them to better develop business

3.      Developer relationship management

• Prepare daily plans for leading developer meetings; Lead developer meetings for managing and building developer relationships
• Engage and gain an understanding of future of developers; Align their plans with our business and sales objectives  
• Lead discussions with developers to understand their challenges, identify their support requirements and put up our own; Prepare and share ideas on schemes to promote developers’ sales

4.      Operational alignment

• Track number of files logged in, sanctioned, disbursed, etc. on a daily basis; Engage with credit, risk and operations team to resolve issues and ensure progress of transactions, and to further align on risk and credit policies, and operational processes in line with overall business objectives
• Strengthen and streamline back end processes (from log in to disbursement) to increase the efficiency of the sales team and reduce intervention at transaction level; Work closely with credit and risk teams for process changes and improvements
• Share ideas on schemes, offers and options of payment to be made by the customer based on the level of construction completed; Align with back end teams for design of competitive market schemes and offers
• Assess requests from the Developer beyond prescribed schemes, put up to Risk team for approval, highlighting the benefits to the business and committed business from the developer
• Organize joint visits by Credit /Risk manager to developer for better understanding of risk coming to the organization beyond the customer, profile of the customer, etc. to enable appropriate policy design; Understand and apply the nuances of the Mumbai as a market
• Support establishment of BHFL brand in the market and developers by ensuring smooth on-boarding of new relationships and back end alignment  
• Facilitate visits / meetings for the BHFL back end team to the projects and sites to develop a sense of the market and gather project specific nuances for risk, credit, collateral, ticket size, etc.
• Influence the back-end team on the B/C category developers and onboarding these relationships to create a positive impact on business

5.      Team development

• Participate in recruitment process to identify the right talent at senior positions within the team
• Cascade objectives, establish individual performance expectations and regularly review individual performance of the team
• Identify and create development opportunities, training, induction sessions, etc. for team members to enhance functional/ business knowledge

Decisions made by job holder

Following decisions are taken by the role:

• Cascade of sales targets to the team
• Recommendations on schemes / offers

INTERACTIONS

Internal Clients

Roles you need to interact with inside the organization to enable success in your day to day work           

• Back end teams (risk, credit, operations): To align on the policies and processes, design of competitive schemes and offers and support on-boarding of new developers

External Clients

Roles you need to interact with outside the organization to enable success in your day to day work         

• Developers: To develop and deepen relationship and identify business opportunities