Job Responsibilities(JR) : 6 8 Areas Actionable (4-6)Business Development
- To achieve overall business targets on volumes and profitability for BBG customers.
- To regularly interact with the branches for lead generation for BBG, updates on the leads in CRM, ensuring conversions and following complete lead conversion process.
- Market scoping and identifying the potential customers with wallet share for all BBG customers and product penetration and strategy for achievement under various initiatives jointly with branch banking team.
- RMs have to follow the laid down sales process which involves updation of the regular client calls for both existing and prospective clients. These calls should be done in a structured manner either individually or with support groups, branches or supervisors.
- These calls should be updated in the CRM systems for future guidance and monitoring of accounts and also to assign tasks & leads to other departments.
- Monthly review to be done with various product groups and supervisors who support the RMs portfolio (plan Vs achievement) and other cross function teams to ensure better product penetration.
- Improvement on yield for the Bank so that the Portfolio has a strong Return on capital at RM portfolio level.
- Documentation pre-disbursement (Doc collection, legal & TSR, Valuation etc.) and post disbursement sign off from customers, including deferral closure
- Ensuring cross selling of complete liabilities, corporate salary accounts, other asset products, TPP to the existing Relationships and its raised group accounts.
- Increasing the IPH and CTG to ensure revenue maximization.
Customer relationship management
- Relationship building with both internal and external customer of the RM. Client satisfaction and taking care of all banking needs of the customer.
- Preparation of customer profiling sheet and identifying cross sell and revenue increasing opportunities
- CAM Preparation & query resolution
- Customer negotiation on rates and other issues relating to charges.
- Daily servicing of customer w.r.t. Cheque referrals, customer queries related to Banking, Issuance of Cheque books, managing cash deposition withdrawal issues, solvency certificates, trade & Fx transaction, etc.
- To make sure high level of client satisfaction.
Coordinating with internal and external stakeholders
- Co-ordination with credit for CAM approval, deferral waiver extension & other customer requirements like Buyers credit, TODs
- Co-ordination with local Ops for disbursements, TOD limit setting, submission of Stock Statement.
- Coordinating with trade desk and customer for smooth LC/BG issuance, and for import export payment, BG invocation, LC payment
- E-Net, CMS and cross sell of other such products.
Ensuring Compliance and Health check of portfolio
- Portfolio review and remedial management which includes managing exits, line reductions, recovery and restructuring of exposures. Management of stress and critical accounts.
- Also ensuring completion of Housekeeping pendencies including CAM renewals, deferral closure, Call memos, stock statements, insurance renewals, Plant visit, Site visit etc.
- Follow-up and regularization of TODs
- High value transaction reporting and tracking.
Educational QualificationsKey Skills
- Post Graduate in Finance or Chartered Accountant
- Strong understanding of Financials and Balance sheets
- Strong Relationship Management skills
- Sales and Influencing Skills
- Strong Analytical ability
- Good Interpersonal and Negotiation skills
- Understanding of the Banking Industry
- Understanding of the SME sector
Experience Required
- Minimum 2-3 years of experience in Working Capital Sales and Service portfolio in a Private Sector Bank
Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)
- Customers
- Credit underwriting team
- Branch Banking Team
- Operations
- Treasury
- Salary Team
- Private Banking Group
- Legal & Audit
- Lawyers and Valuers
- BIU (Finance)
- Retail Assets (Auto Loan, Home Loan)
- Credit Cards, Digital teams for Payzapp, E-net, TON etc.
- Insurance , General and Life
