Channel Management- Effectively grow and leverage different types the channel network in Area to ensure meeting of topline & bottom line targets

Channel types

1. Direct Sales Agents

2. Mediators(CAs)

3. Internal sources that provide qualified leads like marketing department

• Guide Relationship Managers in creating the database of potential channel partners in Area

• Evaluate potential channel partners in Area

• Meet & negotiate terms of engagement with potential in line with business potential

• Onboard the channel partners

• Engage constantly with & activate key area level channel partners while ensuring targeted ROEs for the channel partners

• Set weekly targets with Relationship Managers

• Conduct weekly review and daily activity tracking of Relationship Managers

• Meet key customers along with channel partners & Relationship managers

• Ensure smooth coordination of team with internal stakeholders to process the applications

• Negotiate commercial terms

• Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement

• Expedite loan approval decisions by providing risk mitigation solutions

Ensure fulfillment by team of qualified leads provided by mediators, internal sources

• Ensure team is giving the right picture to customers & no overcommitment is being made

• Reiterate repeatedly to Relationship managers the business/product USP

• Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines

• Ensure smooth coordination of team with vendors for timely submission of relevant customer documents

• Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal

• Ensure completion of customer transaction by team with appropriate documentation

• Monitor hygiene post disbursal and provide solutions to any issues like statutory issue

• Gather market intelligence personally and push team to do the same

• Carry out competition benchmarking

• Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc

• Review overdue account on a daily basis in the Area

• Ensure interventions by team to ensure collection for initial overdue accounts on timely basis

• Ensure collaboration by team with Collection teams for remaining overdue cases & ensure collection on a timely basis Ensure profitability in Area by right pricing, processing fees

• Implement all cost management initiatives on a timely & accurate basis

• Ensure the team has a clear understanding of the company policy in the market

• Ensure process adherence by team for pre & post sourcing processes

• Collate Area level Sales MIS & circulate

• Participate in internal & external audits, sales governance audits and post audits close all open items for the Area and implement actions/process improvements

• Mentor the team to display the right sales behaviors and follow right sales practices in the market

People Management – Develop a productive team by recruiting, training, motivating and retaining team members

• Recruit on a timely basis

• Implement training plans & ensure personal growth of team members

Complete regular performance reviews and feedback

• Motivate and ensure retention of team