Territory Sales Head - Branch Banking

Ujjivan Small Finance Bank


Date: 1 hour ago
City: Vadodara, Gujarat
Contract type: Full time
  • POSITION DESCRIPTION

JOB TITLE

Territory Sales Head-Branch Banking

GRADE : AVP-I

DEPARTMENT

Retail Liabilities & TASC

LOCATION : Pan India

SUB-DEPARTMENT

Branch Banking

TYPE OF POSITION : Full-time

REPORTS TO

State Sales Head-Branch Banking

REPORTING INTO

Branch Sales Manager

  • ROLE PURPOSE & OBJECTIVE
  • The Territory Sales Head is responsible for overseeing the entire sales ecosystem within a defined geographic territory, ensuring the achievement of business targets across products, customer segments, and sales channels.
  • This is a pure sales leadership role, sharply focused on acquisition, balance growth, cross-sell, and revenue maximization from liability products.
  • The Territory Sales Head oversees and drives the performance of Branch Sales Managers (BSMs), ensuring each branch meets and exceeds its liabilities targets.
  • The Territory Sales Head plays a pivotal role in driving new business acquisition, deposit mobilization, and cross-sell initiatives while ensuring alignment with the bank’s overall retail and branch banking strategy.
  • This role is pivotal in ensuring the territory’s sales teams operate at peak productivity, leveraging both human and digital channels, and maintaining a competitive edge in the local market.
  • The role demands strong leadership, sharp business acumen, and the ability to drive performance through teams.
  • SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

  • Entire portfolio for the region – 50 Crs
  • Customer size: 2000
  • TPP income: 2.5 Crs
  • Forex Fee income: 50 Lacs
  • Other income such as MF etc: 25 Lacs
  • Team Span – 10 Branch Sales Managers
  • Branch Coverage – 10 to 12 branches
  • KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials

  • Define and execute a territory-level sales strategy aligned with state and regional business goals, focusing on liability growth and fee income.
  • Set territory-wide sales targets across products and monitor sales productivity and pipeline health across all branches and sales teams within the territory.
  • Drive initiatives to improve productivity per salesperson, ensuring sales targets are met through both branch-generated and field-generated business.
  • Champion cross-sell initiatives, ensuring deeper customer engagement and maximizing wallet share across the portfolio.
  • Identify new business opportunities, including sourcing new-to-bank (NTB) customers, deepening existing relationships, and driving wallet share growth.

Customer

  • Ensure customer acquisition efforts prioritize quality over quantity, focusing on sourcing long-term, profitable relationships.
  • Work closely with BSMs to ensure timely customer outreach via calls, emails, digital platforms, and in-person meetings.
  • Drive initiatives to increase customer retention and relationship deepening, ensuring high levels of customer satisfaction.
  • Oversee initiatives to reduce customer attrition and dormant accounts through proactive engagement strategies.
  • Coordinate with branches to deliver superior customer service and promptly address sales-related service issues or escalations.

Internal Process

  • Ensure branches and teams adhere to ethical sales practices, avoiding mis-selling and ensuring transparent customer communications.
  • Conduct periodic territory-level sales reviews to identify gaps and implement corrective actions.
  • Ensure full compliance with banking regulations, KYC/AML guidelines, operational risk frameworks, and audit requirements across all sales activities.

Learning & Innovation

  • Identify training and upskilling needs in liabilities products, sales techniques, and customer engagement and work with HR and state leadership team to deliver targeted programs.
  • Prepare a plan and training calendar, implement across territory and review them periodically.
  • Create a performance-driven culture by setting clear objectives, monitoring performance, and ensuring accountability at all levels.
  • Develop strategies for underperforming regions, ensuring course correction and business turnaround where needed.
  • MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

  • Graduate with on-the-job experience in Branch Banking products.
  • Post-graduate/MBA/Diploma in Banking & Finance or equivalent specialization is preferred.

Experience

  • 7-12 years of experience in retail banking or financial services, with at least 4+ years in a sales leadership or territory management role.
  • Proven track record of managing large sales teams, multi-branch operations, and achieving business targets.

Certifications

  • NA

Functional Skills

  • In-depth knowledge of retail banking products, including liabilities, assets, and third-party products.
  • Strong understanding of multi-channel sales strategies, branch banking operations, and customer acquisition models.
  • Good understanding of operational standards.
  • Proven ability to drive sales productivity, target achievement, and process efficiency.

Behavioral Skills

  • Exceptional leadership & interpersonal skills
  • Detail and Quality Orientation
  • Problem-solving ability
  • Customer Service Orientation
  • Team management and Coaching
  • Excellent negotiation, persuasion, and relationship-building abilities.
  • Resilient, adaptable, and able to operate effectively in a fast-paced, target-oriented environment.

Competencies Required

  • Cultivating Network & Partnerships
  • Managing Relationships
  • Collaborating
  • Driving Execution
  • Decision Making
  • KEY INTERACTIONS

INTERNAL

EXTERNAL

  • Central Product Team
  • Branch Banking Team & Leadership
  • Compliance/Audit
  • Central Liabilities Product Team & Leadership.
  • NR/Resident Customers
  • HNI Customers
  • Community Influencers, and Local Associations
  • New Customer Leads

PREPARED BY: Liju Thomas

DATE – 5 th May’25

REVIEWED BY: Hitendra Jha

DATE –

LAST UPDATED BY: Liju Thomas

DATE – 5 th May’25

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