Job Description

Job Reference

• JR00106165

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 - \xef\x82\xa7 Sales planning and Business Health \xef\x82\xa7 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

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locations to be added and do manpower planning. \xef\x82\xa7 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. \xef\x82\xa7 Conduct research and speak to SF/REMI/LSF/LCF teams to identify opportunities for driving business growth such as adding new channels
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expanding
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and deepening existing high potential partners and adding new partners & categories. \xef\x82\xa7 Through the day
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review loan proposals for key pricing metrics
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penetration of insurance
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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. \xef\x82\xa7 Ensure that all process changes and enhancements are effectively cascaded and communicated to every member in the team. \xef\x82\xa7 Relationship Management for Super Wow
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Wow & Normal Dealers across Entire North and East Region. \xef\x82\xa7 Sales management & review \xef\x82\xa7 Create a daily plan for numbers to be achieved and communicate to the team. Through the day
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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. \xef\x82\xa7 Conduct regular visits to each location. Meet team members and motivate them by giving guidance
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lifting morale etc. \xef\x82\xa7 During market visits
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also meet existing and new Dealer. \xef\x82\xa7 On a monthly basis
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review the achievement for each team member against AOP. Identify problem cases and reach out to them to give guidance
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suggestions etc. \xef\x82\xa7 Participate in monthly and quarterly reviews with Business Head - B2B Dealer Banker to track progress against AOP and decide any changes
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interventions etc. \xef\x82\xa7 Team Management and Coaching \xef\x82\xa7 Participate in selection process to identify the right talent for positions within the sales team \xef\x82\xa7 Determine individual training needs and development plans to build expertise and enhance sales skills in the team \xef\x82\xa7 Set objectives
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conduct reviews and close appraisal processes for the team as per timelines \xef\x82\xa7 Collection \xef\x82\xa7 Monitor initial zero bucket cases to support efficient Collection Management. \xef\x82\xa7 Oversee and provide support in resolution of first bounced cases by interacting with the customer and ensure cases to not fall in Bucket. \xef\x82\xa7 Engage with regular Bouncing Customers and understand EWS for future delinquency if any and ensure to exit the account from portfolio.

• Major Challenges - \xef\x82\xa7 Dealer business may have an impact on SF business and hence the dealers must be dealt with carefully. \xef\x82\xa7 Dealer Banker being a Relationship Business maintaining ROI and cross selling Fees and Insurance is quite difficult. \xef\x82\xa7 Small team size leading to extended travel. \xef\x82\xa7 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) \xef\x82\xa7 Decisions for Resource Planning \xef\x82\xa7 Decisions for maintaining Pricing and Portfolio IRR for Entire North & East. \xef\x82\xa7 End to end bounce collections and delinquency control being sales and collect model business without intervention of Collections Team of the organization. \xef\x82\xa7 Delinquency Monitoring and NPA check through meeting with Dealers. \xef\x82\xa7 Decision on Collections & NPA Account. \xef\x82\xa7 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) \xef\x82\xa7 Loan disbursal of INR 80 Cr PA in FY 2022-23 \xef\x82\xa7 0.67Crs processing fee. \xef\x82\xa7 0.19Crs Cross Sell Income. \xef\x82\xa7 0.70Crs insurance premium \xef\x82\xa7 Pricing approval to be carried diligently for North & East Region \xef\x82\xa7 Total Active Lan - 637 with AR 165Crs Other Dimensions (FY 24) (Significant volume dimensions associated with the job) \xef\x82\xa7 Total team size: 14 \xef\x82\xa7 Number of Direct Reports: 5

Required Qualifications and Experience

• a) Qualifications \xef\x82\xa7 Minimum Qualification: Graduate (Postgraduate, MBA preferred) b) Work Experience \xef\x82\xa7 Minimum 12 years of experience \xef\x82\xa7 Good knowledge on Legal/Technical aspects along with Financial aspects \xef\x82\xa7 Strong people management skills and should have managed a team for 5-6 years \xef\x82\xa7 Understanding of local market is preferable

Bajaj Finserv