Job Description 

L3 – ICV Sales – Area Business Manager (ABM)

Role Purpose

The Area Business Manager will be responsible for driving business growth through sourcing new business opportunities, managing channel relationships, and ensuring effective portfolio management within the assigned territory. The role involves achieving sales targets, maintaining portfolio quality, and leading field execution to ensure sustainable business expansion.

Key Responsibilities

A.  Sales Related

1. Team management of front line sales.
2. Increase penetration & support BAL in growing market share through frontline sales team
3. To ensure sale of finance schemes to customers (Within & Outside dealership) as per the targets through the front line sales team
4. Maintain & improve the relationship with the dealers through frontline sales team
5. Resolve the issues escalated by frontline sales team & the dealers
6. Coordinate with training team to improve the efficiency of the frontline sales team
7. Interview & Selects DMAs/CSMs and recommend the same to RM &HO for final approval
8. Understand various reports & take corrective action with the dealership& frontline sales team
9. Responsible for PDD i.e., post disbursal docs viz., RC details etc.
10. Update RMs on daily/weekly basis w.r.t. Targets vs Achieved & escalate the issues to them

B.  Collection Related

1. Managing the collections through team of COs/DMAs
2. Responsible for the collection’s performance on various collection parameters such as:

1. Arrear resolution
2. Bucket wise resolutions

3. Performance review on field – monthly basis and Quarterly performance review of the COs of allocated collection targets
4. Managing the customer service escalations for collection related issues.
5. Monthly team meeting at hub location for performance review & setting the targets for the next month
6. Daily productivity MIS should be maintained & shared with the higher management along with the analysis
7. Liquidation of eligible repo assets in coordination with brokers and HO team and collect payment for approved for sale cases

Key Skills Required

• Business development and relationship management
• Portfolio handling and risk monitoring
• Leadership and team management
• Strong negotiation and communication skills
• Analytical and problem-solving abilities
• Market intelligence and execution focus

Key Performance Indicators

• Achieve volume targets for the area on quarterly basis through team
• Ensure increase in number of finance customers within dealerships on quarterly basis
• Administer, launch and initiate special schemes for festivals and conduct loan melas etc. In tandem with the RM/ZM
• Acquire more customers by utilizing alternate channels
• Responsible for supervising front line sales team ensuring process and policy adherence
• Maintain FEMI and nonstarter within the approved levels
• Maintain the process quality parameters within approved levels
• Maintaining credit document quality by regular audits of the team · Training and development of the frontline sales team
• Coordinating with training team to improve team performance
• Resolving queries of team and guide them to achieve 100% target

Additional Role Details