Zonal Sales Manager

Role Title

Zonal Sales Manager - Near Prime & Affordable

Company

Bajaj Housing Finance Limited

Function/ Department

Near Prime & Affordable

Location - Indore/ Hyderabad

JOB PURPOSE

Plan & Deliver 100% of the allocated AOP targets

Ensure allocation of leads & manage conversion percentage, deepen cross sell with in the BHFL 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

Build groom & develop business & best in class sales team

PRINCIPAL ACCOUNTABILITIES

Sales Planning & Review

Receive monthly AOP target for B2C for the assigned zone 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.

Visit the various branch locations within the zone to review the performance of own team and understand on ground challenge, monitor deviations from set targets and provide course correction inputs

To check, manage, measure product of on roll & off role

Asses quality of cases, Hiring & training of new recruits

Data conversion matrix

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

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 back end processes (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 of brand in the market and Channel Partners by ensuring smooth on-boarding of new relationships and back end alignment

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

MAJOR CHALLENGES

To manage attrition & carrier aspirations of the team.

To ensuring 90% incentive penetration for the team.

Building relationships with Channel Partners despite competition in the Market

DECISIONS

Decisions made by job holder

Following decisions are taken by the role:

Cascade of sales targets to the team

Recommendation on schemes / offers /Policies

Hiring

SKILLS AND KNOWLEDGE

Educational Qualifications

Qualifications

Post Graduate

Experience

7 -12 years of work experience

Exposure to Affordable housing/mortgages / real estate

Strong experience of managing builder/ developer relationships