Job Purpose
To achieve annual budgeted business numbers w.r.t. CASA Value, NAV, Number of Accounts and Fixed Deposits with a team of Sales Officers in the assigned geographical area.
Key Accountabilities
Achieve NAV, Numbers and TD plans and Monitor Balance build ups
- Ensure budgets w.r.t. CASA Value, NAV, Numbers and FD of the AHs are achieved
- Ensure Productivity of Sales Officers is met month on month
- Ensure that the accounts build balances by cross selling other products solutions like Online collection and Payments, payment gateway, Enet, CMS/eCMS and other solutions.
- Track the inactive accounts and get in touch with the Govt Departments, institutions for activating the accounts.
Market Scoping and Segmentation
- Scoping and segmentation of the market for acquiring CASA and TD accounts
- Ensure that the list of all the Government Department, Schemes and institutions in the specified territory is available with his team for generating and converting leads
- AH to personally meet every Government Department, institution that is a potential customer. Has to analyze the Government Department or institutions requirements, understand their business needs and provide customized solutions to fulfill all their immediate and long term requirements
- Ensure that the team is updated with all the documentation requirements for Govt. and Institutional CASA, FD and FCRA accounts
Staffing and Productivity
- Ensure that the budgeted sales executives are on board all the time
- Ensure that the HR formalities of the sales executives is completed by liasoning with HR during new recruitment
- Provide adequate training to the sales executives and keep them updated on the documentation requirements for Government and Institutional accounts.
- Ensure that the sales executives understand the PLP structure. Regularly update the sales executives on the changes in the PLP structure.
- Facilitate the sales officers not able to reach the required productivity and drive and motivate them to achieve the targets
Branch Support
- Understand the catchment details of the various branches in the specified region
- Track the budgeted branches with Zero Government and Institutional accounts and facilitate them to source Government and Institutional accounts
- Ensure accounts are opened in specified TATs
- Assist branches to convert leads generated by them
- AHs can also make joint calls with the RMs / PBs / BMs from branches
Relationship management and Increase Wallet Share
- Meet customers on regular basis for understanding the needs and offering the most viable solution for the same.
- The AH to liaise with product team to seek necessary approvals (if any) for special requirements by the customers
- Update the product team on the competition offering
Joint meeting with Branch Banking
- Conduct regular weekly/monthly meetings with Branch Managers/Cluster Heads.
- Update them on the status of business at agreed intervals.
Create plan and strategy for each branch/cluster along with the CH and ensure that the same is implemented
Educational Qualifications
Key Skills
- Post-Graduation
- Team Handling Skills
- Sales and Influencing Skills
- Banking Product & Process Knowledge
- Regulatory Knowledge
- Planning and Organizing Skills
- Communication
- Knowledge of Competition & Current trends in financial Industry.
Experience Required
- Minimum experience in years 8 to 10 years
- Exposure to banking preferable
Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)
- Customers
- All Internal Product and compliance Teams
- Branch Banking Team
- Operations
