Job Overview
Job Role: The ZSM Used Car Loans is responsible for defining and executing the zonal sales strategy for the Used Car business, driving significant revenue growth, market penetration, and profitability across the given zone, managing all sales channels, and leading regional teams.
Key Responsibilities: The Used Car business is identified by the bank as one of the strategic growth areas under the Retail Asset Secured business. ZSH role is a critical role in this context to build this business vertical and grow faster than peers.
Strategic Sales Leadership: * Develop and implement a comprehensive zonal sales strategy for used cars, aligning with overall business objectives. * Achieve ambitious monthly, quarterly, and annual sales targets and P&L goals. * Analyse market trends, competitor activities, and customer need to identify opportunities and threats.
Channel Management: * Lead and grow multi-channel networks: Dealer/DSA networks, OEM partnerships, and digital platforms. * Oversee RTO activities and ensure RC compliance across all regions. * Manage RC limits, CAT A and CAT B arrangements. * Build and maintain strong relationships with key stakeholders (BC, dealers, financial institutions, OEMs).
Team Leadership & Development: * Lead, mentor, and empower a zonal sales team (Regional Managers, Sales Officers). * Foster a high-performance, accountable, and customer-centric sales culture. * Conduct regular training, coaching, and performance management.
Business Development: * Drive market expansion and penetration in new territories. * Collaborate with Marketing for promotional campaigns and lead generation. * Optimize sales processes and ensure operational efficiency.
Reporting & Analysis: * Monitor, analyse, and report on key sales performance metrics. * Provide accurate sales forecasts and market insights to senior management.
Key Performance Indicators (KPIs) * Total disbursement volume at prescribed WIRR (Value, Number of cases and Weighted Yield). * Growth in the active dealer/DSA network. (Productivity per counter, per FOS) * Portfolio quality (keeping Non-Performing Assets (NPAs) and early delinquency cases minimal within the allowable range). * Efficiency in Loan-to-Value (LTV) ratios and turnaround time (TAT)- FTR, STP share and approval rate.
Ideal Candidate must have min.12 years of experience in the Auto Loan segment, with at least 5+ years of recent experience specifically in the Used Car Loan segment at regional leadership level at the given base locations (Mumbai, Chennai and Kolkata). Age: Min. 35 years, Max 45 years at the time of application.