Senior Cluster Manager - Professional Loans

Job Description

* Duties and Responsibilities - PRINCIPAL ACCOUNTABILITIES (Accountabilities associated with the job) 1. Business Planning Support Contribute to analyzing past sales performance growth rate of segments potential at new locations structure and capabilities to forecast and propose the business growth plans Conduct manpower and resource planning and prepare budgets based on location-wise potential expected growth and existing capabilities (for own region) Build a deep understanding of market dynamics and context for assigned region to identify any nuances to tailor sales strategy and implementation Prepare reports/presentations/budgets for assigned region (Prime Markets) and submit to supervisor/other stakeholders during AOP planning and other business review stages 2. Sales Planning and Review Analyze and discuss the AOP targets assigned for the cluster interpret the AOP targets as against the hike on past year performance locations added/ deleted manpower and upskilling of the team Cascade AOP targets for Professional Loans Direct to the team (Cluster Manager ASM) ensuring a fair distribution of targets and buy in from own team and Supervisor; Review performance with team on a periodical business and provide course correction inputs Review the sales performance target achievement etc. on a quarterly basis with team and Supervisor Review the P&L line by line to identify deviations conduct root cause analysis and guide resolution of issues as required Determine the stretch target going beyond the AOP and share with the team; Motivate the team to achieve the stretch target 3. Sales Management Monitor the day-to-day sales performance including metrics such as Month to Date (MTD) remaining month targets run rate etc. Determine any trends for market wise performance; Identify issues on the specific locations and means to resolve the issues Analyze and identify the low performing locations/ areas and team members; Lead discussions to identify issues impeding performance and generate ideas to resolve issues Conduct field visits at various locations to meet the team members gather ground level feedback and market intelligences 4. Strategic Initiatives Developing (e.g. driving cross sell penetration corporate tie-ups) determining potential segments to tie up (various fintech partnerships) Present the business performance and financial performance on targets to SME business head for review and inputs on course correction Conduct regular reviews of own team on targets issues faced etc. to give feedback and take corrective actions 5. Risk and Collections Management Closely review the metrics for loan loss ratio and collections such as FEMI Zero Bucket and 6 Months on Book (6MOB) Guide and monitor team activities to ensure collection metrics are within acceptable levels Visit locations within the clusters to identify pockets with collection issues and personally meet customers if requi * Duties and Responsibilities - 5. Risk and Collections Management Closely review the metrics for loan loss ratio and collections such as FEMI Zero Bucket and 6 Months on Book (6MOB) Guide and monitor team activities to ensure collection metrics are within acceptable levels Visit locations within the clusters to identify pockets with collection issues and personally meet customers if required to ensure collections are made and bounce rate is within control Ensure the team is following processes for collections of first month EMI and bounce cases 6. Team Management Participate in recruitment process to identify the right talent for various positions within the function Conduct training needs identification and drive adequate participation of team in training programs Implement the rewards and recognition policies within the team to ensure reinforcement of right behaviors Establish individual performance expectations and evaluation metrics and regularly review individual performance Identify and create development opportunities for team members to enhance functional knowledge , * 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 a) Qualifications Post Graduate and MBA (Preferred) b) Work Experience Minimum 12 years of work experience Deep experience of sales management in the BFSI sector Strong understanding of market dynamics for Prime Markets Broad understanding of Collections, Credit and Operations processes

Keyskills :
marketingroot cause analysisbusiness developmentretailinsurance