Job Description

Job Summary . Zonal Manager - B2B Dealer Banker Job Purpose Grow and manage the portfolio of CDDB across North & East Region (Punjab, Uttar Pradesh, Rajasthan, Jammu & Kashmir, Uttarakhand, Haryana, Bihar, Himachal Pradesh, Jharkhand, Chandigarh, Delhi, Tripura, West Bengal, Odisha, Assam, Sikkim & Meghalaya), by building and driving a network of Dealers and manage Secured and Unsecured loans across these states. Job Duties & Key Responsibilities . Duties and Responsibilities - . Sales planning and Business Health . In consultation with the Business Head - B2B Dealer Banker create a location-wise target setting for the team in order to achieve the annual and monthly AOP target. Compare with previous year\'s performance and study potential of each location based on data from other business lines and databases. Plan out new initiatives for the year locations to be added and do manpower planning. . Cascade the location-wise targets to the team through meetings as well as townhalls and connects with extended team. Ensure that there is effective communication and alignment on the targets for all levels of employees. . Conduct research and speak to SF/REMI/LSF/LCF teams to identify opportunities for driving business growth such as adding new channels expanding and deepening existing high potential partners and adding new partners & categories. . Through the day review loan proposals for key pricing metrics penetration of insurance VAS etc. Ensure that the stamp rate is maintained based on the category of the customer. Discuss concern areas and guide team on how to handle the customer interaction/ negotiation. . Ensure that all process changes and enhancements are effectively cascaded and communicated to every member in the team. . Relationship Management for Super Wow Wow & Normal Dealers across Entire North and East Region. . Sales management & review . Create a daily plan for numbers to be achieved and communicate to the team. Through the day track achievement against the plan. Follow up on commitments and speak to concerned team members to double down the efforts and ensure that targets are met. . Conduct regular visits to each location. Meet team members and motivate them by giving guidance lifting morale etc. . During market visits also meet existing and new Dealer. . On a monthly basis review the achievement for each team member against AOP. Identify problem cases and reach out to them to give guidance suggestions etc. . Participate in monthly and quarterly reviews with Business Head - B2B Dealer Banker to track progress against AOP and decide any changes interventions etc. . Team Management and Coaching . Participate in selection process to identify the right talent for positions within the sales team . Determine individual training needs and development plans to build expertise and enhance sales skills in the team . Set objectives conduct reviews and close appraisal processes for the team as per timelines . Collection . Monitor initial zero bucket cases to support efficient Collection Management. . Oversee and provide support in resolution of first bounced cases by interacting with the customer and ensure cases to not fall in Bucket. . Engage with regular Bouncing Customers and understand EWS for future delinquency if any and ensure to exit the account from portfolio. . Major Challenges - . Dealer business may have an impact on SF business and hence the dealers must be dealt with carefully. . Dealer Banker being a Relationship Business maintaining ROI and cross selling Fees and Insurance is quite difficult. . Small team leading to extended travel. . Dealer Banker is Sales and Collect Model hence maintaining Clean Portfolio is also important. . Key Decisions / Dimensions - DECISIONS (Key decisions taken by job holder at his/her end) . Decisions for Resource Planning . Decisions for maintaining Pricing and Portfolio IRR for Entire North & East. . End to end bounce collections and delinquency control being sales and collect model business without intervention of Collections Team of the organization. . Delinquency Monitoring and NPA check through meeting with Dealers. . Decision on Collections & NPA Account. . Decisions for People Management. DIMENSIONS (Key numerical data which will reflect the scope and scale of activities concerning this job) Financial Dimensions (FY 23) (These should be quantifiable numerical amounts) . Loan disbursal of INR 80 Cr PA in FY 2022-23 . 0.67Crs processing fee. . 0.19Crs Cross Sell Income. . 0.70Crs insurance premium . Pricing approval to be carried diligently for North & East Region . Total Active Lan - 637 with AR 165Crs Other Dimensions (FY 24) (Significant volume dimensions associated with the job) . Total team : 14 . Number of Direct Reports: 5 Required Qualifications and Experience . a) Qualifications . Minimum Qualification: Graduate (Postgraduate, MBA preferred) b) Work Experience . Minimum 12 years of experience . Good knowledge on Legal/Technical aspects along with Financial aspects . Strong people management skills and should have managed a team for 5-6 years . Understanding of local market is preferable

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