HDFC Bank - Sales Manager - Business Loans

JOB DESCRIPTION :

Job Name : Sales Manager - Business Loan

Reports to: Area Sales Manager - BL Prime

JOB PURPOSE:

- To generate Business Loan (Self Employed & Self Employed Professional) business and to achieve on monthly basis benchmark targets and meet SM productivity norms set basis Grade/Band.

- Targets and productivity to be achieved by generating maximum potential business in areas / location of prime market through branches, DST & channels allocated/appointed from the area falling under work purview. Allocation can be of channels or DST/branches or of both. Area of work also may change from time to time.

- To meet branch cross sell targets. All branches need to be activated for business and appointment/allocation of BDRs in these branches need to be logical and linked to the Branch targets.

- To ensure that all DST staff are productive and significantly above the minimum productivity benchmark, so that both the median and average productivity levels increase. To ensure periodic training of DST on processes/product/policy and timely updates on any changes therein.

- Branch business is a function of Leads Generated and Visibility Created for our products. Sales Manager has to ensure that enough visibility is there and maximum conversion of leads. There should not be any lead loss.

- To increase overall business by increasing distribution by way of appointing new channels/ Lead Generators and activate them consistently. To ensure that all existing and new channel are productive. Also ensure periodic training of channels on processes/product/policy and timely updates on any changes therein.

- To generate maximum revenue by ensuring IRR & PF are as per budget or above that.

- To reduce CoA by maximum PSL booking, direct sourcing, good quality sourcing to reduce rejection which has direct correlation with cost of processing. Also getting more business through new DSAs whose slabs are generally lower comparatively.

- To ensure high customer satisfaction level by maintaining high FTR%, faster end to end TAT & the fastest resolution of customer complaints.

- Highlighting and grabbing business opportunities with innovative approach for conversion of untapped segments of internal/external customers.

- Close interaction with ADM, Credit, BEU, RIC & operations teams, branches, channels for smooth work flow and maximisation of business.

- Strict adherence to Banks HR policies & guidelines and Audit compliances.

PRINCIPLE ACCOUNTABILITIES :

- List the expected end results that must be achieved in order to fulfil your job purpose and the activities that help in achieving these results.

- EXPECTED END RESULTS MAJOR ACTIVITIES

- To meet benchmark targets and SM productivity norms by generating business through Branches, DST & Channels.

- To render best services to channels, ADMs and branches by frequent visits to their offices & branches. Setting targets and planning for achieving set targets.

- To achieve set targets, break it up for individual DSAs, branches & HBL in terms of value & no. of files. Considering no. to be disbursed based on approval & rejection ratios, plan on logins.

- To help them in identifying avenues of sourcing business under various product programs & segments.

- To ensure that proper sourcing mix & product mix is maintained i.e. Balance business between branches, DSA & direct sourcing. Balance between sourcing from businessmen & self employed professionals. Also sourcing to be done in a balanced manner under various product programs.

- Scoping exercise to be carried out for internal branch customers & work on internal customer data base in close coordination with ADMs/Branch RMs/PBs & BM s. To encourage ADM & branches to generate leads and ensure timely & maximum conversions thereof.

- Post that key is to drive DSAs, ADMs, branches & HBL to achieve login first. Ensure that FTR is high & file movement is faster & get out maximum approval and disbursements of all files. To ensure this, close coordination with BEU & credit has to happen.

- To activate all branches. To work harder on under performing branches and to get business from all branches. Also to ensure that all branch targets are met as per budgets.

- To ensure direct sourcing by SM and get percentage of business from direct sourcing as per given benchmark percentage.

- Monitor & review business progress of channels, DST & branches on regular basis and highlighting area of concern to branches/concerned persons.

- Timely and proper reporting to be done regularly to supervisors on daily affairs. Also provide information on internal & external development which is in the benefit of business.

Benchmark productivity of DST and Channels. - Sales manager has to ensure that benchmarks of DST & channels are met.

- Apart from meeting overall productivity, it is to be ensured that minimum 75% of DST and 70% of DSAs are productive month on month.

- To ensure that proper training on product, process & other quantitative / qualitative parameters are given to them. Any changes in all these to be downloaded immediately and refresher training to be done periodically.

- To extend support to DST by providing enough leads generated by branch/ ADMs/ Telecallers. Also data provided by central team or acquired from other sources to be made available to them. Help them doing closures of the cases.

- For new DST/channels, initial hand holding to be done by SM, so as to make them productive in short time.

- Visibility, Awareness & Promotion of the product ensuring more lead generation and business.

- To create awareness about our products by way of training channels/DST/ BDR/ ADMs, timely updates on changes therein. Also create awareness by doing activities in the catchment areas.

- To create visibility by making available and display of promo material, leaflets, brochures, canopy, posters, banners etc. Placing them at branches, ATM, distribution in the market places, newspaper inserts etc.

- To do branding and promotion by way of road shows, canopy activities in market & industrial area. All these activity can be done with/without help of ADM/branch. To do cold calling activity by BDR & self.

- These activities are to be done with an aim to generate more leads and business.

- Follow processes, branch visits, lead management, updates and improve upon efficiency

- SM has to ensure that all process and deliverable laid down by management are followed properly.

- To ensure timely updation of leads in CRM Next/LTS. Contacting customers & update in system within 48 hours. It should be ensured that there is no lead loss.

- Branch visits & updating SM planner to ensure enough presence at branches, planning of actionable and execution thereof. Visits have to be planned and entered in the SM planner with actionable. Work on agreed actions by deadlines and then update SM planner post action taken.

- To train sourcing channels/DST properly, so that there is good quality sourcing, minimal FTNR, rejections, rework for logins as well as disbursements resulting in faster TAT and deliveries to customers. Ensure TAT is met at all stages. Ensuring high customer satisfaction. For this close coordination with various functions is required.

- To ensure that there are minimal customer complaints. In case of complaints, to ensure that complaints are attended and resolved with in given time lines.

- To work as a team player within sales team and across other functions to ensure smooth work flow and create healthy work environment.

DIMENSIONS :

1. Revenue - To earn revenue by maintaining WIRR & earning PF above budget & benchmarks. Do maximum PSL booking & earn income through Insurance cross sell.

2. Budget - Ensure all parameter of business done are meeting budgets. Also to utilise sales & promo budget as per permissible limits.

3. No. of sub-ordinates (direct / indirect / Off roll) - As per requirement to deliver desired volume of business and as per approval given by the senior management.

4. Geographical span (National / Regional / State / City) - Area, branches allocated within the region from time to time.

5. Other function specific measurable details of the job - Not applicable

Description of the Relationships and Roles :

- The position holds working relationships within the company.

Internal : Upwards / Peers / Downwards

External : Customers / Vendors

SKILLS AND KNOWLEDGE :

EDUCATIONAL QUALIFICATIONS :

- MBA or Graduate with / without experience in financial or other industry mainly into retail business/FMCG etc. Persons having experience/ relevant experience to be given preference.

RELEVANT EXPERIENCE : Fresher or 1-5 years in Financial or other industry in sales.

PERSONAL CHARACTERISTICS & BEHAVIOURS :

- Should be result & target oriented.

- Should possess good communication skills.

- Should be able to understand financials.

- Should be good at team building and team handling.

- Should possess good presentation skill.

- Should be self motivated and also be able to motivate team.

- Should be flexible and adopt change in line with management requirement.