Zonal Head - Sales - Banking/Financial Services

Designation: Zonal Head - Sales, Central India (Maharashtra / Gujarat / MP / Chattisgarh )

Industry: Banking and Financial Services (BFSI);

Location: State Capital / Large Branch

Date of Joining: Immediate

Reporting to: National Head Sales

Reportees: Cluster Business Managers & RMs

The Role

The Zonal Head is one of the most critical roles in the hierarchy. The incumbent will be responsible for driving the organization's strategic objectives and operationalizing the action plan to achieve the desired goals across the zone. The role requires close coordination with peers spanning across Credit, Collections, Operations, RCU, and Business Seniors at Corporate Office at Bangalore.

Job Description:

The Zonal Head will have an end to end accountability for sale of School Loans and cross sale of Captive and 3rd party ancillary products to these clients. The position would also have a revenue generation responsibility along with maintaining the quality of the loan portfolio in the zone. The incumbent will recruit, mentor, drive and lead an effective and motivated sales team consisting of Cluster Business Managers and Relationship Managers so as to achieve targets on sales volume, fee income and portfolio quality targets. He will be responsible for driving operational efficiency, employee productivity to achieve cost optimization goals.

Specific Responsibilities:

- Sales - Generate sales volumes from school owners with an emphasis on new client acquisition. Ensure there is no intermediary sourcing channel and all proposals are sourced by the direct team.

- Sales Management - Build strong MIS, monitor teams performance and drive per employee productivity with at least 75% team meeting the benchmark. Inculcate a culture of uniform disbursements across the month Maintain working level camaraderie across interdependent functions viz. - Credit, Risk, Ops, Legal/Technical, Audit, Collections, Legal, HR.

- Marketing Management - Conceive and operationalise a focussed and cost effective BTL marketing plan in the zone for volume generation

- Recruitment - Hire manpower within the zone as per business needs and within the approved budget . Ensure diversity in the team by having a heterogeneous composition of CBM- s, Relationship Managers and Sales executives.

- Team Management - Develop a strong MIS regime for effectively monitoring the overall performance of every member in the team so that they achieve the productivity benchmark. Motivate, mentor and coach the team for superlative performance while ensuring strict adherence to portfolio quality metrics and process guidelines. Ensure a healthy working relationship with peer functions and foster a conducive environment in branches. Build and drive a culture of meritocracy and lead by example.

- Collection Management - Ensure over 95% efficiency in early collection buckets. Make sure the team spends adequate time with delinquent customers in softer buckets for collecting dues during the month. Ensure cheque bounce is controlled with timely awareness calling and the required customer education. Monitor cash collections by sales team and proper receipt issuance and immediate deposition in the company's bank account.

Prerequisites for the role:

1. Academic Qualifications - Post Graduate / Masters degree / MBA from Tier II preferred

2. Work Experience - At Least 12 years with last 3 years in a Regional Role

3. Geographies handled - Should have handled a minimum of 2 large states with Maharashtra being one of them. Well travelled across semi urban and rural landscape in the state.

4. Product exposure - Exposure to both Secured and Unsecured product

5. Loan Products handled - LAP, SME, Construction/ Project Finance, Business Loans. In-depth knowledge on Property related aspects is a prerequisite