Area Sales Head SME LAP, Tumkur

Abacus Consultants

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 client’s 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 customer’s 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