Area Sales Head SME LAP, Tumkur

• Job Context
• SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small
• & Medium enterprises.
• It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to
• more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending.
• Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide
• array of lending programs, each of which aims to estimate the clients repayment capability
• accurately before the company to take an exposure.
• The lending program requires assessing clients on various dimensions, including income, repayment
• behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership
• structure of business and the property and many others.
• Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment.
• An in-depth understanding of the customers business model, Cash flows, customers & suppliers,
• success factors and dependencies needs to be considered.

Key Responsibilities

• Deliver Sales growth at the location and expand the customer base

  Identify business growth opportunities across the location, build direct/ channel/ new client

• acquisition strategies and tap growth opportunities to achieve area-wise targets
• Augment the business volumes of SME lending in the location, manage client databases and tap them
• through Relationship Managers
• Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the
• client base of the locations/area
• Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture
• across the area

• Analyze product positioning and competition across the locations and develop the distribution network

  Scan the location market and its competitive offerings on a periodic basis; report on emerging trends

• and business opportunities for the SME segment to the head office
• Engage with channel partners and develop a touch point management system for faster customer
• connectivity
• Conduct engagement programs and sales trainings to develop channel partners
• Monitor SLAs, sales efficiencies
• Effectively deploy schemes and prioritize sales of high revenue products and structures

• Drive high levels of customer satisfaction across the location through relationship managers

  Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and

• channel partners to display highest levels of client servicing standards
• Encourage the implementation of improved processes and best practices in order to enhance
• operational productivity
• Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to
• faster growth
• Monitor customer issues and complaints and drive necessary action to address the same

• Analyze and communicate information for better risk management and operational effectiveness to the

  management team

• Support the risk and review process by supervising the preparation of loan proposals and
• documentations to ensure controlled operations for the locations
• Liaise with the customers and the Risk team to provide regular information required for monitoring
• the creditworthiness of the proposals
• Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs &
• ZSMs.

• Team Management & Development

  Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping

• them to achieve superior performance standards
• Nominate teams for product, behavioral and negotiation trainings and work for self-development
• initiatives