Cluster Manager - Urban Two Wheeler/Senior Cluster Manager - Urban Two Wheeler - #963177

Job Purpose

“This position is open with Bajaj Finance ltd.”

Drive growth and smooth operations of Two Wheeler finance business by identifying and driving business growth opportunities

To ensure the team meets sales targets given consistently by adhering to the laid down processes and policies

To ensure Dealers are engaged and provided support to ensure consistent Business

Duties And Responsibilities

PRINCIPAL ACCOUNTABILITIES

(Accountabilities associated with the job)

Sales Planning and Tracking

•  Monitors daily, the performance metrics of FOS's
•  Reviews critical parameters of Sales Tacker and DSR with team - calls for action where necessary
•  Monitors targets on - sale (logins, disbursals), cross-sell (e.g., Extended Warranty, Insurance, Add-on Cards), TA, RF, etc. - decides actions, schedule
  
  
  

Achieving Sales Performance

•  Monitors ticket sizes (ASPs) - drives greater focus on upselling where needed, guiding team to focus on specific models per segment (launch dates, manufacturer schemes), where relevant
•  Monitors penetration targets of new products and value added services like Extended Warranties - directly with Dealers that are Key Accounts and through SM's for other Dealers
•  Decides on action plans to speed up penetration of new products and services
•  Ensures timely file submissions and timely processing;
  
  
  

Dealer Acquisition and Engagement

•  Helps dealers grow their business, e.g., by providing them with market intelligence of new brands being introduced, etc.; Spurs dealer enrolment for RF, TA / IBTA, explains benefits
•  Directly cultivates relations with Key Account Dealers and their staff, takes support of ASM/SM's and FOS's as needed
•  Reviews achievement per Key Account dealer regularly and other dealers periodically - jointly decides on improving performance per counter
•  Visits high value new dealers with ASM's for clarifications and relationship building
  
  
  

Communication and Campaigns

•  Organises promotional activities at dealer stores like loan melas / special exchange offers / exhibitions etc. - drives achievement of targets
•  Focuses on supporting dealers through activities like SMS blasts periodically, to help liquidate inventory, etc.
  
  
  

Risk Management

•  Works closely with RCU and Risk teams to de-list dealers and de-activate the dealer code, for dealers found to be involved in fraud - takes support from RSM as needed
•  Analyzes FEMI, bouncing cases of dealers, locations, etc.; Develops precautionary guidelines for future cases; Provides support to the Collections team
  
  
  

Planning, Budgeting, Monitoring

•  Plans, shares and discusses for consolidating existing business and works on business expansion plans
•  Monitors performance vis-à-vis set goals and works with team towards achieving them
  
  
  

Organization Design and Development

•  Planning for Recruitment and Hiring suitable candidates
•  Developing Team members
•  Conducts periodic branch visits, meets team members, develops rapport
•  Develops and maintains relations with counterparts in Operations, Collections, and in relevant HO teams
•   MAJOR CHALLENGES
  
  
  

(Challenges faced on an on-going basis in carrying out the job)

•  Monitoring approved but not disbursed cases and following up with SMs, FOSs and dealers for updates on incomplete files at dealer locations
•  Intervening to understand and resolve on-hold cases with Operations and ensu|MAJOR CHALLENGES
  
  
  

(Challenges faced on an on-going basis in carrying out the job)

•  Monitoring approved but not disbursed cases and following up with SMs, FOSs and dealers for updates on incomplete files at dealer locations
•  Intervening to understand and resolve on-hold cases with Operations and ensuring early closure
•  Meets low performing dealers personally to understand issues - works with them and with the relevant SMs to improve BFL support to store sales
•   DECISIONS
  
  
  

(Key decisions taken by job holder at his/her end)

•  Manages dealer-wise loads by re-allocating the load effectively (encouraging certain dealers to take on extra loads - additional counters, etc)
•  Identifies and maps new dealer stores in different locations in discussion with SMs for planned acquisition
•  Decides on single-brand dealer empanelment as per policy guidelines and proposes the same to reporting manager
•  Sets goals for each SM - Quarterly, Half-yearly, Annual - aligned with targets for the location
•  Nominates team members for reward and recognition commensurate with their achievements
•   INTERACTIONS
  
  
  

(Key working relationships a job holder needs to have INSIDE and OUTSIDE the company to accomplish the job)

Internal Clients

Roles you need to interact with inside the organization to enable success in your day to day work 

•  Ensures adequate communication to FOS, ISD and dealers on products, schemes and contests
•   Personally meets prospective dealers to influence acquisition, as needed;
•  Understands process and policy change documents, interprets implications for FOS and dealers
•  Periodic FOS and ISD coaching sessions - to equip them to face customer queries and explain product benefits
•  Intervenes for prompt communication to the Sales team regarding files on hold, and dispatch delays, if any
•  Dealers - providing them with market intelligence of new brands being introduced, etc.; Spurs dealer enrolment for RF, TA / IBTA, explains benefits
  
  
  

External Clients

Roles you need to interact with outside the organization to enable success in your day to day work 

•  Dealers and Manufacturer
•  Vendor
•  Agency and Consultancies
•  Customers
•   DIMENSIONS
  
  
  

(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial & Other Dimensions

(These should be quantifiable numerical amounts)

For CD

 Average no. of files handled: 900 - 1200

 Average ticket size of 65k- 3 Lac

 Total Team Size: 300-350

 Number of Direct Reports: 4-5

 Number of Indirect Reports: 20

 Number of Outsourced employees: 36

 Number of locations: 15-20

Products : Two Wheeler Finance

Cross Sell: ( Insta card, Extended Warranty, Insurance, VAS , Accessories finance etc)

Required Qualifications And Experience

SKILLS AND KNOWLEDGE

(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Educational Qualifications

•  Qualifications
  
  
  

Post Graduation - MBA

•  Work Experience
  
  
  

Total Experience: 7 – 8 years

Relevant Experience : 5 – 6 years

•  Relevant sales experience in managing large sales channels in multiple market environments
•  Prior & relevant experience in the Financial Services Industry would be an added advantage.
•  Demonstrated success & achievement orientation.
•  Excellent communication skills.
•  Strong bias for action & driving results in a high-performance environment.
•  Demonstrated ability to lead from the front.
•  Excellent relationship skills.
•  Strong analytical skills to drive channel performance and drive profitability.
•  Exceptionally high motivational levels and needs to be a self-starter