Area Manager-Semi Formal LAP (MSME)

1. POSITION DESCRIPTION

JOB TITLE

Area Manager-Semi Formal LAP

GRADE

AVP-I

DEPARTMENT

MSME

LOCATION

Region

SUB-DEPARTMENT

Business

TYPE OF POSITION

Full-time

REPORTS TO

Regional Business Manager-MSME LAP

REPORTING INTO

Sales Manager Semiformal LAP

Sales Manager – Formal LAP

1. ROLE PURPOSE & OBJECTIVE

• MSME Loan is a growing business for Ujjivan. The Area Manager-MSME is the most important position that will drive this business in the respective cluster. The position is responsible for overall growth and success of the business in the cluster.

• Built efficient team of Loan officers and cluster Managers in the Area/cluster assigned

• Oversees the performance of the portfolio of his/her region by area and branch in terms of growth (amount and client base) and productivity of cluster manager/loan officers by guiding them and carrying out constructive reviews of their performance

• Overall responsible for the control and recovery of loans in his/her region, risk assessment and recovery strategies.

• In coordination with the branch, credit & product teams, identifies suitable branches and locations for MSE loan and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of business. Identifying legal and technical evaluators in the locations during expansion.

• Work closely with product and marketing team to drive suitable branding and marketing activities in his/her respective cluster.

1. SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

Drive Average Monthly Business of 40 – 60 lacs from each SM

Manage Team of 4 – 8 Sales Managers

Manage mapped Portfolio of around 50 – 100 Crs.

Maintain Target Portfolio Yield

Maintain Target Collection efficiency in allocated pool

1. KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business

• Daily, Weekly and Monthly monitoring of the accomplishment of targets according to the annual and monthly targets established for the area and branches under his or her responsibility to provide guidance and solutions to his or her team as required

• Assign targets and results on daily, weekly, monthly basis of portfolio of risk by different categories such as days in arrears, number of installment due, amount within his or her region by area, branch, loan officer with the objective to identify tendencies and risks.

• Supports Cluster Manager- in his or her area in their duties of client visits, risk assessment and recovery strategies

• Efficient staffing by timely recruitment & training

• Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.

• Approve deviations and exceptions according to policy in place.

• Ensure, supervise the correct implementation of the credit procedures including all the respective tools.

Customer

• 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 compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.

• Monitor health of portfolio

• Sanctioning of loans according to the policy in place.

• Ensure, supervise the correct implementation of the credit procedures including all the respective tools

• Discuss strategies and changes in terms of products, capacity building, procedures etc.

Learning & Performance

• Ensure that all members of his team are up to date on all relevant circulars and all products and services offered in the Branch

• Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement

• Ensure adherence to training man-days/ mandatory training programs for self and reportees'.

• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees'.

• Monitor performance of staff against defined goals/metrics and take corrective action wherever required; undertake disciplinary and attendance monitoring of the team.

1. MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Graduate, preferably Post Graduation

Experience

• 5 years in sales and documentation of loans of which at least 2 years in MSE Loans, home loans or loan against property in an NBFC/ Bank/HFC/ CA firms/ Outsourcing Agencies. Mixed experience of Sales + Credit is acceptable, but should be predominantly in sales.

Functional Skills

• Ability to create teams and drive sales performance. Will be required to take complete ownership of MSE Loan at sub-regional level.

• Ability to engage with customers, colleagues & agencies providing valuation and legal opinion. Plan & execute Marketing and Sales promotion for MSE

• Ability to plan and coordinate

• Team Leading Experience is highly preferred

• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.

• Good Computer knowledge.

• Characteristics of Entrepreneurial Behavior – Ability to plan, set goals, initiative, persistence, self-discipline, capacity to take risks, produce support networks and assess the market

• Establishes a friendly and professional relationship with the entire team

Behavioral Skills

• Training Skills

• Interpersonal skills – ability to handle various types of mindsets and get desired output for meeting bank’s goal

• Willingness to travel & relocation as per business requirements and career opportunities

• Managing customer relations

• Performance oriented

1. KEY INTERACTIONS

INTERNAL

EXTERNAL

• Product and marketing team

• Legal & technical team

• Regional Ops, Credit, collection

• External marketing agency

• Audit, Vigilance, Admin & FCU team

• Govt authorities

• Lead Banks

• State Level Bankers Committees

• Branch Banking Team

• State Govt Agencies/ Panchayats

PREPARED BY

DATE

  REVIEWED BY : Ashim Sarkar

  DATE: 05-01-2024

LAST UPDATED BY : TM Team

DATE : 29-01-2025