Z-2119 | Zonal Manager - Urban Retail (Home Loan)

Pune and Bangalore

VARIABLE - 25 % OF FIXED

6 DAYS WORKING ONLY 2ND SAT OFF

KALYANI NAGAR - OFFICE LOCATION FOR PUNE

Job Purpose

• Plan & Deliver 100% of the allocated AOP targets (Role 100 Cr/pm)
• Ensure allocation of leads & manage conversion percentage, deepen cross sell with in the company's franchise
• Have an overall view of credit, risk matrix to build a robust portfolio
• To manage COA in line with Company requirement
•  Implement & Enhance sales controllership
• Build a culture of Customer service orientation
•  Driving business by managing the Upfront revenue penetration.
• Build, groom & develop business & best in class sales team
• Deepen, strengthen & built relationship with DSA/Connectors & Builders to grow business

PRINCIPAL ACCOUNTABILITIES

1.      Sales Planning & Review

• Receive monthly AOP target (100 Cr) for B2C for the assigned zone (North) from Product / HO; Communicate and seek alignment on the set targets from the team (RSM, ASM, SM and PSF)  
• Review performance of the team across set targets for the mini-month ends, closely review, Sanction Un-Disbursed (SUD)cases impacting the disbursements of current month to manage to Track shortfalls and engage team to meet given goals.
• To check, manage, measure productivity of on roll & off role
• Asses quality of cases, Hiring & training of new recruits
• Data conversion matrix
• Visit the various branch locations within the zone (9-10) 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 Channel Partners about upcoming new launches, future business plans, NTB Leads etc.
• Analyze the ticket size, location, profile, etc. and explore with Chanel Partners the potential schemes / offers that may work and provide inputs to the back-end team
• Engage & Deepen Micro Market strategies for BT & Resale business
• Impart on the job training and guide business development of the team in the field to enable them to better develop business

3.      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 processes execution (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
• Support establishment in creating positive brand image of brand in the market and with Channel Partners by ensuring smooth on-boarding of new relationships and their alignment  

4.  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

Following decisions are taken by the role:

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

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         

• Channel partners(DSA/Connectors)