Assistant Vice President - Regional & Distribution Sales - BFSI

Job Title: AVP - Regional Sales (Distribution Sales)

Location: Chennai (Tamil Nadu & surrounding geography)

Experience: 8-12 Years (Relevant experience in BFSI / Cards / Retail Financial Products)

Role Purpose
The AVP - Regional Sales is responsible for driving sales of SBI Card products across an assigned geography through multiple distribution channels including Open Market, Cobrand, Tele Sales, Digital and LG. The role involves managing a large on-ground and off-roll sales force (NFTEs) led by ASMs, ensuring strong business growth, cost optimization, compliance adherence and stakeholder collaboration. This role also acts as a deputy to the ZSM when required and serves as a people leader and business growth controller.

Key Responsibilities

Business & MOU Achievement

- Deliver new account acquisitions across mass and premium card segments

- Drive premium card portfolio growth with segmented focus

- Cross-sell insurance and allied products

- Monitor and control Cost of Acquisition (COA) through productivity improvement

- Drive digital sourcing including Digital KYC and end-to-end digital journeys

- Ensure correct sourcing mix and right product placement as per business directives

- Drive achievement of KRAs for FTE and NFTE teams

Sales Distribution & Channel Management

- Ensure complete manning of all organized and unorganized distribution points

- Manage Open Market, Cobrand ecosystems and retail partnerships

- Ensure grooming, productivity and engagement standards of NFTE manpower

- Conduct regular market visits, identify new sourcing avenues and expansion opportunities

- Review and close high-cost, low-productivity locations

- Maintain BCPs for high-dependency sourcing points

Tele Sales Center Management

- Lead effective lead allocation, dialer strategy (predictive/manual) and re-churn logic

- Monitor dispositions, conversion rates and sprint lead efficiencies

- Build analytical capabilities for agent-level productivity optimization

- Ensure strict adherence to TAT, fulfillment and documentation processes

- Drive continuous training to confirm zero mis-selling and compliance adherence

- Maintain strong governance and audit readiness in Tele Sales & LG formats

LG (Lead Generator) Management

- Drive timely fulfillment through E-VKYC

- Liaise with LG Relationship Managers to improve output and partner confidence

Operations & Backend Control

- Supervise inflow, processing and dispatch of applications

- Drive premium upsell (3K/5K variants) from backend teams

- Monitor inward rates, PRA controls and decline analysis

- Coordinate closely with Operations, Fulfilment and FCU teams

- Manage lead coordinators, documentation teams and non-CAF locations

- Drive RTB-level reviews and restart opportunities

Team Leadership & Development

- Lead, mentor and groom ASMs and extended NFTE teams

- Conduct regular performance reviews, coaching and feedback sessions

- Drive healthy competition, motivation and higher goal setting

- Ensure regular training on products, processes and compliance

- Encourage collaboration with cross-functional stakeholders

Manpower Planning & PSA Management

- Assess manpower needs and sourcing mix as per business plan

- Monitor attrition and ensure high engagement levels

- Manage PSA office expenses, validations and timely payments

- Oversee reimbursements and incentive validation

Training & Digital Initiatives

- Coordinate with Area Training Managers for NHOs and refreshers

- Drive digital sourcing adoption across all sales teams

- Identify cost-saving opportunities through digitization and consolidation

Compliance & Governance

- Ensure adherence to regulatory, WE and compliance policies

- Maintain strong audit and governance frameworks across channels

Measures of Success (KPIs)

- MOU Achievement

- New Accounts & Premium Accounts

- Insurance Cross-sell

- Cost of Acquisition (COA)

- NFTE Attrition (4MOB %)

- Digital Sourcing Penetration

- Team Target Achievement (% ASMs achieving goals)

- Lead Conversion Rates

- Inward to Soft Approval Ratios

- VOC from Partners & Complaint Resolution within SLA/TAT

Stakeholder Management

- Work closely with WE, Operations, FCU, IT, Marketing & Compliance teams

- Manage partner relationships across Open Market, Cobrand, Tele Sales and LG channels