Zonal Head

Job Title: Zonal/Area Head

Department	Operations
Level
Location	PAN India
Reporting to	C BO
Reported by	Cluster head

Role Purpose

Overall administrative and operational responsibility for the zone/area meeting Growth, Quality and Profit requirements consistently through effective team, customer and marketing management without compromising on company values.

Key Performance Area

• Business development and sales planning design and implementation
• Developing business and customers for all product segments
• Operational efficacy leading to performance of the zone (GQP parameters)
• Branch performance enhancement
• Team performance management and self/team target achievement
• Customer management including closure and escalation
• Marketing intelligence and marketing activities
• Analysis and reporting
• Coordinating and complying with other functions requirements
• Managing audit requirements
• Collection/receivables management

Major Tasks/Activities

Business Development

• Developing and implementing sales plan/budget as per the planning and agreed operating plans for the assigned zone/area comprising development of multiple branches
• Maintaining AOP (annual operating plans) to prepare and track segment wise product offerings
• Conducting market analysis and gathering intelligence to ascertain market needs to plan offerings
• Carrying out market visits to build connections and relationships with builders and other channels.
• Carrying out existing/new customer analysis to understand potential product offerings for cross selling during onboarding/closure and or building better customer relationship ensuring customer service quality is managed.

Sales, Operations and MIS Management

• Developing and executing plans for improving overall performance of branches including but not limited to increasing customer base, customer onboarding, company policy and process adherence, improving financial performance etc entailing increase in branch size and operations.
• Planning, monitoring, reviewing and ensuring the team members are achieving their monthly targets without compromising on the quality of the customer onboarded.
• Conducting daily meetings with branch managers and also reviewing/tracking reports, performance, leads, customer onboarding status, collections etc across the branches daily and periodically as required.
• Supporting in sales closure wherever required including providing guidance/coaching for the team members to improve their performance.
• Preparing or validating various reports needed to be submitted for management information periodically including but not limited to lead management, collection, NPA, targets etc of the branches.
• Ensuring branch operational processes are complied with the company practices.
• Ensuring compliance requirements are not compromised by maintaining zero tolerance for non-compliance.
• Coordinating with the legal, recovery and credit team to resolve issues or providing inputs whenever required.
• Reviewing of NPA, collection and auctions and ensuring collection targets are completed.

People Management

• Assessing the manpower requirements for the zone/area and plan for staff augmentation.
• Planning, monitoring, reviewing and ensuring the team members are achieving their monthly targets without compromising on the quality of the files/proposals.
• Conducting periodic meetings with the cluster heads to review/track reports, performance, status etc.
• Monitoring, developing and/or supporting capability of team members/performance and provide timely feedback.
• Identifying employees for succession planning.
• Supporting members by providing trainings or information sharing pertaining to policy, processes, products etc whenever required.

Other Tasks

• Any other tasks which will be required to be performed from time to time as per the instructions.

Educational Qualification

• Graduation in any discipline

Experience

• 15+ years of experience with a minimum of 10 years in selling of home loan/non-home loan/construction finance products/related companies.
• 5+ years in managing a team.

Skills

• Understanding of home loan products.
• Understanding of the market, customer segmentation, competition etc.
• Good communication (oral and written) with proficiency in local language.
• Interpersonal sensitivity and influencing to build relationship and manage stakeholders.
• High energy levels and able to motivate/drive team to consistently perform and achieve targets.
• Good planning and follow-up skills.
• High degree of process compliance and attention to detail.
• Proven managerial/leadership skills including team development and decision making.

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