Sales Manager-Formal LAP (MSME)

• POSITION DESCRIPTION

JOB TITLE : Sales Manager–Formal LAP

GRADE : SM

DEPARTMENT : MSME

LOCATION : Region/Branch

SUB-DEPARTMENT : Business

TYPE OF POSITION : Full Time

REPORTS TO : Area/Circle Business Manager

REPORTING INTO

Portfolio Relationship Manager

• ROLE PURPOSE & OBJECTIVE

• As Sales Manager, he/she will be responsible for achieving Business targets and managing healthy Portfolio, by ensuring timely repayments and controlling customer exits for Formal LAP business.

• This role seeks to drive business volume through the Direct Sales Agent (DSA) channel.

• SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• Monthly Business volume as per the business target, having average productivity of 75 – 150 lacs
• X-Bucket Collections as per defined norms
• Insurance cross-sell coverage on 100% of customers
• Family SA and Business CA sourcing
• Coordination with Credit Manager for case approval and CAD and Operations for case disbursement.
• Maintains Daily sales report and sharing with supervisor.
• Maintains DSA tracker for pay-out processing
• KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business

• Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established
• Identification and development of DSA channel, around the defined distance of the Sitting Hub
• Provides regular updates and training to DSA channel; Ensure payout to DSA are on time
• Create Awareness in the market through direct and indirect marketing
• Tracks competition in terms of rates, credit assessment, DSA payouts, marketing activities

Customer

• Identification and Fitment of customer to Ujjivan MSME policy, through understanding of customer Financial statements (P&L, B/S) and Financial ratio calculation; GST records and Bank statements
• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.

Internal process

• Ensure delinquency is within norms and does X-Bucket collection.
• Ensure First time right (FTR) logins, Disbursement within TAT (Turn-around time), Collection of OTC, PDD

Learning & Performance

• Ensure that self is up to date on all relevant circulars and all products/services offered in the Branch
• Ensure adherence to training man-days/ mandatory training programs for self
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self

Bike or scooter with smart phone is mandatory for the role

• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Any Graduate

Experience (Years and Core Experience Type)

• 2-4 years of experience in LAP and/or Mortgage sales
• At least 2-year experience in formal segment (Vertical with Loan Ticket size > Rs 1 crores)

Certifications

NA

Functional Skills

• Understanding Financial statements including P&L, B/S, Cash Flow and Audit report
• Financial ratio understanding like Current ratio, Gearing, Inventory days and such.
• Familiarity with Excel

Asset Requirement

• 2-Wheeler & Android Smart Phone

Behavioral Skills

• Diligent
• Willingness and ability to communicate with multiple people

Competencies

• Dependability, Attention to detail
• KEY INTERACTIONS

INTERNAL

EXTERNAL

• Supervisors – Area Sales Manager, RBM
• Credit Manager, Legal Manager, Internal Valuer
• CAD, Operations
• DSA
• Legal and Technical Vendors

PREPARED BY: Ayush Saxena (UJJ32975)

DATE: 29-03-2023

REVIEWED BY: Vicky Jain (UJJ51510)

DATE: 29-03-2023

LAST UPDATED BY: TM Team

DATE: 08-01-2024