Leads regional supply chain finance sales by originating and onboarding dealers, vendors, and anchor relationships. Manages relationship managers, sales plans, business reviews, transaction closures, limit utilization, renewals, cross-selling, revenue, and AUM growth. Partners with product, legal, risk, and technology teams on tailored solutions and product strategy. Analyzes financial statements, develops business plans, and drives team performance across assigned geographies.
Role: Area Sales Manager – SCF & MSME
Roles & Responsibilities
- Cover the field to originate & onboard potential dealers / vendors for Anchor led Supply Chain Finance programs
- Cover the business teams and SPOCs of anchors to originate more dealers / vendor leads and conduct business reviews to troubleshoot challenges in program scale up
- Cover lender SPOCs at a regional and zonal level to build relations to drive business outcomes and deliver on transaction closure
- Work across transaction lifecycle for the onboarded dealers / vendors all the way to limit setup and subsequent disbursal
- Manage a team of RMs to drive daily and weekly business outcomes to drive closure of business
- Create and deliver on daily and weekly sales plan and field beat plan for the team
- Identify potential x-sell opportunities within target customer base and originate transactions for other commercial banking debt products eg: bill discounting, equipment finance, working capital loans, term loans etc.
- Drive revenue and AUM growth across responsible geography by driving utilization of sanctioned limits, timely renewals of limits, adhoc limits etc. under supply chain finance
- Work on Annual Operating plans, business plans & projections on a periodic basis to ensure target achievement
- Driving cultural values & ethos within the team & ensuring cultural fitment in line with the organization
- Partner cross-functionally with our Product, Legal and Risk teams to design products specific to situations
- Assist in creating product roadmap and strategy in collaboration with other teams like tech and product
- Ability to understand business and technology challenges and align them with our offering
Requirements
- Willingness to travel and take on a revenue & business target and has a number driven mindset
- Brings an analytical mindset to sales and business and has a flair for sales
- Has managed a direct reporting team across geographies
- 5 – 7 years of experience working with in commercial lending or supply chain finance
- Understanding of debt products across supply chain finance products and secured banking products – working capital, factoring, vendor finance, dealer finance, bill discounting, reverse factoring, term loans, factoring etc.
- Good with numbers, Insights and be able to analyse balance sheets and P&L
- Extremely self-driven & hard-working with the ability to lead teams
- Can work in high-pressure situations and is completely hands-on; has the knack to hustle and get the job done.
- Has a strong context of building and managing business relationships – is comfortable across various levels of an organisation
- Strong interpersonal skills and an ability to build rapport with customers and cross- functional teams internally
- Qualifications: CA / CFA/ MBA (Finance)
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