Regional Sales Head - SME - BFSI

Regional Sales Head - Small and Medium Enterprises (SME)

Job Objective:

- The purpose of this job is building the book size and developing the SME segment for the region through the acquisition of clients, strengthening relationships with existing clients and identifying new channels for lead generation and market penetration while ensuring strong risk mitigation through effective credit analysis, compliant sales operations and tight post sanction surveillance of collaterals

- The SME vertical specializes in funding all kinds of Indian business legal entities (private limited, public limited, proprietorships etc.) across the value chain ranging from turnover less than INR 5 Cr to 75 Cr

Responsibilities:

- To implement the SME sales strategy in consultation with the Seniors

- Plans allocation and achievement of sales targets for the region

- Planning & implementing initiatives to identify and bring on board new channel partners/DSAs

- Achieves the region gross contribution & ensure effective cost management

- Drives sales analytics/ MIS to identify trends/ patterns of customer investments and works with

- ASMs and marketing to tap key customer segments

- Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region

- Analyses portfolio mix of existing & new products, high and low margin products, in order to create balanced returns and de-risk the region business growth and operations

- Acts as a point of escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.

- Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs

- Manages collections and delinquencies at regional level.

- Drives new client acquisition and retention through mapping of key clients in the region & establishes relationships with them to maintain/ enhance the pipeline funnel.

- Recommends process changes/improvements to enhance operational efficiencies and strengthen process controls

- Supports audit activities in the region and addresses observations, if any, with appropriate levels of urgency

- Drives compliance through proper loan documentation, adherence to KYC norms and collation of all other relevant information about the client and application of necessary risk mitigation where required.

- Monitors the non-payment of loans, cheque bounces, etc closely and ensure that there are minimal NPAs in the portfolio. Flags off specific cases to the Zone Head for intervention.

- Portfolio quality, Profitability- Maintain quality of portfolio to minimize NPAs, implement measures to ensure profitability

- Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity