Job Description
- The Mid Market and Supply Chain function is responsible for financing the short-term, medium-term, and long-term working capital and supply chain needs of SMEs through a suite of customized products with varied tenures.
- The key business metrics for success include loan book size, profitability, and a zero-tolerance approach to delinquency.
- A strong understanding of business finance, loan structuring techniques, and credit administration is essential to building credibility with customers and gaining a competitive edge.
- Deep knowledge of local market dynamics-including specific occupations/trades, industries, and local financial and investment preferences-is critical for structuring loans effectively and identifying new business opportunities.
- Expand market share in targeted locations and outpace competition.
- Continuously upgrade financial acumen, including knowledge of loan structuring methods and business financials, to build trust and credibility with customers.
- Stay informed about recent market trends and evolving local market preferences to align with customer needs.
- Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize the risk of non-performing assets (NPAs).
- Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client relationships, and monitoring collateral to ensure the complete safety of the financing.
Key Responsibilities:
1. Area Sales Growth & Profitability Management
- Achieves sales targets for the local area through
- monitoring pipeline funnel & developing a plan with the team to achieve book size and market share
- Planning & implementing initiatives to identify and bring on board new channel partners - Achieves the area gross contribution
- Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region
- Ensures minimal client attrition through strong client engagement activities
- Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis
- Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.
- Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs
2. Client Acquisition & Relationship Management
- Drives new client acquisition and retention through mapping of key clients in the area & establishes relationships with them to maintain/ enhance the pipeline funnel.
- Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.
- Identifies business potential in new geographic s of the region & penetrates them through marketing events in strategic locations
- Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.
- Recommends development of new products based on local market and competitor insights and trends
- Supports enhancements to existing product service mix according to local specifications by providing inputs to the RSM
3. Reporting, Audits & Internal Compliance
- Monitors the portfolio health in conjunction with the risk team through continuous portfolio surveillance and tight pre screening of proposals sourced in the area.
- Ensures effective risk management by driving policy adherence and compliance in all sales operations activities within the region team.
- Drives compliance through proper loan documentation, adherence to KYC norms and collation of all other relevant information about the client and application of necessary risk mitigation where required.
- Monitors the non-payment of loans, cheque bounces, etc closely and ensure that there are minimal NPAs in the portfolio. Flags off specific cases to the RSM for intervention.
- Emphasizes strict compliance and adherence with respect to any regulatory/ statutory or legal norms and considerations.
5. Portfolio Quality & Profitability
- Track overdue accounts daily for the business and ensure timely collections.
- Intervene to ensure collection on initial overdue accounts in a timely manner.
- Ensure profitability by applying appropriate pricing strategies and processing fees.
- Implement cost management initiatives on a timely and accurate basis.
6. People Management
- Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance. Ensures that all relevant product & behavioral training is imparted to RMs to enhance business outcomes and support individual development.
- Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity.
