ABHFL - Area Sales Manager - Prime - Indore

**ey Result Areas** Supporting Actions Branch Sales Planning \& Management * Work with RSMABHFL on devising the branch sales plan and team approach for achieving targets, considering product\-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s) * Track industry and market developments, scanning the local market and competitive offerings on a periodic basis * Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc. * Report on and direct team’s basis emerging trends and opportunities * Manage day\-to\-day branch operations and administration * Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to RSM\- ABHFL as well as to team members Customer Acquisition/ Engagement * Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size * Work closely with team members, hand\-holding critical/ complex transactions to ensure favorable closure with customer satisfaction * Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts * Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure * Deploy efforts/ initiatives in consultation with RSMABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas * Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization * Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships Operational Effectiveness * To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections) * Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations * Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations * Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required * Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact Cross\-Selling across ABC products * Drive activities and initiatives in the team as per cross\-selling strategy agreed with RSM ABHFL * Drive alignment to the adopted Cross\-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required Team and Internal Stakeholder Management * Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required * Nominate teams for relevant technical and behavioral trainings/ seminars and work on self\-development initiatives * Proactively liaise with internal stakeholders for smooth cross\-functional coordination and alignment towards achievement of business objectives Portfolio \& Risk Management * Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms * Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations * Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports * Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance; drive timely PDD closures and collections * As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases * Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses * Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality