Key Aspects:
o The Secured Micro Loan Business segment product line caters to funding short term and
medium term working capital needs of Small Businesses and individuals, via a suite of
customized short and long tenured products, with collateral.
o Offerings comprise Secured Micro Loan to self-employed individuals/ non-individual entities,
with end use of funds (Working capital requirement, business expansion etc.) to be
ascertained during the loan appraisal process.
o The business is highly retail in nature, characterized by high transaction volumes, smaller
ticket sizes, and significantly higher spread and profit margins (up to four times that of
Secured Lending products)
o Given the Secured Micro Loan nature of loans disbursed, the business also entails stringent
controls and monitoring to ensure portfolio health and quality at all times
o While unit of sizing up the business is its loan book size, profitability and minimized
delinquency are key business objectives.
o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can
be offered to customers
o Understanding of product market characteristics such as connector relationship
management, region specific occupations/trade, local financial preferences and practices are
important to gain competitive advantage while structuring loans and identifying leads.
o The CH (Sales) – ABFL is responsible for achieving sales targets as agreed with the National
Sales Manager(Sales) – ABFL, in terms of targeted book size, profitability, growth &
customer service objectives.
Key Challenges
o To deliver on operational plan in the assigned coverage area in a differentiated manner
considering local factors, channel dynamics and consumer preferences, that can withstand
competitive pressures on the ground
o To grow the business while remaining cognizant of competitive realities in the following
areas:
o Market linked product
o Market average IRR & processing fee levels
o To originate and increase market share in assigned coverage area against stiff competition,
overcoming competitive pressures borne out of better established networks, price
undercutting, etc.
o To establish a strong local network and leverage the same to generate business leads, and
also identify opportunities for cross sell with existing customers
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o To constantly upgrade financial & operational know how of self and team members on
efficient loan processing, effective negotiation and relationship building for maintaining
credibility and profitable target achievement
o To keep abreast with the latest market trends and local market preferences and needs
o To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough
sourcing funnel is built to meet targets
o To ensure credit quality and effective portfolio selection/pre screening thereby minimizing
potential NPAs
To ensure compliant sales operations despite sales pressures and market cycles
Enabling Skill Sets & Qualifications
o Critical skill sets required to meet these challenges include business and commercial
acumen, team management and communication, execution skills, product-market
understanding, and operations integration & controlling skills.
Education & experience required to fulfil this profile are a graduate with minimum 10+ yrs of total sales
experience in the Banking/ NBFC space, of which at least recent 5 yrs experience should be in
Micro/affordable loan sales.
4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key
result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated
Key Result Areas (Max 1325 Characters) Supporting Actions (Max 1325 Characters)
Branch Sales Planning & Management o Work with National Sales Manager - ABFL
on devising the branch/Territory sales plan
and team approach for achieving targets,
considering product-environmental factors,
competitive forces and local trends, and
cascade the same to the branch team(s)
o Track industry and market developments,
scanning the local market and competitive
offerings on a periodic basis
o Oversee end to end branch operations and
performance, covering all aspects such as
sourcing, effectiveness, governance,
productivity, channel management, etc.
o Track & report on sales operations and
productivity metrics, and work towards
building a high-performance sales culture
o Manage day-to-day branch operations and
administration
o Provide data for, compile and review
periodic MIS reports for disbursements,
profitability, NPAs, market expansion, etc.
and communicate to Circle Head (Sales) -
ABFL as well as to team members
Customer Acquisition/ Engagement o Identify local business growth opportunities,
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drive expansion and new customer
acquisition initiatives to create a book of
targeted size
o Work closely with team members, hand-
holding critical/ complex transactions to
ensure favorable closure with customer
satisfaction
o Communicate sales targets and provide
team members clarity on business goals,
role expectations, product characteristics
and USPs to enhance effectiveness of sales
efforts
o Track cases in the complaint tracker/
escalations received, liaising with relevant
stakeholders as required to drive
satisfactory closure
o Deploy efforts/ initiatives in consultation with
Circle Head (Sales) – ABFL, arising from
customer satisfaction survey and resulting
NPS (Net Promoter Score), targeting
identified focus areas
o Propose and deploy approved solutions and
schemes to drive sales and enhance
profitability, ensuring dual focus on sales
expansion and cost optimization
o Serve as a point of escalation and manage
customer complaints/ grievances effectively,
intervening especially for key relationships
Operational Effectiveness
o To drive adoption of efficient business
processes/ operations across the Customer
Lifecycle (Sourcing, Approval, Servicing,
Collections)
o Manage local distribution across channels,
interfacing with senior/ critical partners/
stakeholders as required for smooth
operations
o Drive process efficiencies and faster TATs
through interfacing with stakeholders across
processes and functions (Risk, Operations,
Sales Governance) and efficient operations
o Drive high performance by reinforcing focus
on business and sales growth objectives,
effective client engagement, monitoring
sales operations and productivity metrics,
and providing support and guidance as
required
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o Drive the implementation of improved
processes and best practices in order to
enhance operational effectiveness,
productivity and overall business impact
Cross-Selling across ABFSG products o Drive activities and initiatives in the team as
per Cross-Selling strategy agreed with
Circle Head (Sales) - ABFL
o Drive alignment to the adopted Cross-
Selling strategy by supporting team
members with requisite communications,
training, guidance, etc. as required
Team and Internal Stakeholder Management o Guide and develop team members for
enhanced customer acquisition and
engagement efforts, helping them achieve
superior performance standards and hand-
holding where required
o Nominate teams for relevant technical and
behavioral trainings/ seminars and work on
self development initiatives
o Proactively liaise with internal stakeholders
for smooth cross-functional coordination
and alignment towards achievement of
business objectives.
Portfolio & Risk Management o Work with the Risk, Operations and Sales
Governance teams to ensure adherence to
risk management and control mechanisms
o Support risk and review process through the
credit approval process and by reviewing
the loan sanctioning, disbursement process
and documentation to ensure controlled
operations
o Review financial risk via analysis of city/
branch operations MIS and Data Analytics
reports
o Drive compliant Sales Operations and
sound risk management via partnership with
Risk, Operations and Sales Governance
teams, and necessary communication and
guidance; drive timely PDD closures and
collections
o As part of Relationship Maintenance with
institutional customers, review reports on
client accounts, business performance, etc.
and liaise with Risk while guiding team on
delinquency cases
o Train and guide the team for alignment with
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adopted early alert strategies to reduce
NPA risks and losses
o Ensure systematic MIS on NPAs and credit
trends, providing inputs on possible risks
that could impact portfolio quality