Identify, acquire, and onboard new SME clients by promoting BIL products to meet established targets.
Develop and execute sales strategies to penetrate the SME market, ensuring high conversion rates for loan proposals.
Engage in lead generation, cold calling, networking, and building relationships with business partners, brokers, and agents.
Build and manage a pipeline of prospects, nurturing leads through effective communication and relationship-building techniques.
Client Relationship Management:
Manage relationships with key SME clients, ensuring they are fully supported throughout the loan application process.
Conduct regular meetings with clients to understand their needs, propose customized loan solutions, and provide after-sales service.
Provide clients with expert advice on available loan products, repayment options, and other value-added services.
Offer support to clients during loan disbursement, ensuring that clients are satisfied with the services provided.
Product Knowledge & Advisory:
Provide in-depth knowledge about the Bank's BIL offerings and other related products to SME clients.
Evaluate client needs and present the most suitable financing solutions.
Educate clients about repayment structures, interest rates, and terms and conditions, ensuring transparency and trust.
Continuously monitor market trends and competitor activities, leveraging this information to adjust sales strategies.
Sales Targets & Reporting:
Achieve monthly and quarterly targets for Business Installment Loans by managing and converting leads.
Track all client interactions and sales activities in CRM systems, ensuring up-to-date records and follow-ups.
Report on progress toward targets, pipeline status, and performance metrics to senior management.
Cross-Functional Collaboration:
Work with Credit and Risk Management teams to ensure efficient processing of loan applications and approvals.
Collaborate with Marketing teams to promote BIL products and develop effective sales campaigns.
Support other functions like collections to ensure timely loan repayment and minimize defaults.
Risk Management & Compliance:
Ensure compliance with the Bank's credit policies, regulatory standards, and internal procedures when processing loan applications.
Work with the Risk and Credit teams to evaluate loan risks and ensure that all loans meet the bank's lending criteria.
Proactively identify and escalate potential risks related to BIL products, ensuring timely interventions.
Training & Mentorship:
Provide mentorship and guidance to junior team members, sharing best practices and product knowledge.
Conduct regular training sessions on product offerings, sales techniques, and compliance matters for the team.
Experience Required:
7+ years of experience in business development, SME banking, or lending sales, with a specific focus on Business Installment Loans (BIL) or similar SME credit products.
Proven track record of achieving sales targets and driving business growth in the SME lending sector.
Strong understanding of SME financial needs, business cycles, and lending risks, especially in the context of Business Installment Loans.
Experience working in financial institutions, banks, or NBFCs offering SME loans.
Knowledge of loan structuring, credit analysis, and underwriting processes.
Strong network of relationships with SME clients, intermediaries, and industry stakeholders.
Key Skills:
Sales and negotiation skills with a customer-centric approach.
Expertise in loan products (especially Business Installment Loans) and SME financing solutions.
Strong communication and interpersonal skills to engage effectively with clients and internal teams.
Ability to analyze financial statements and assess SME creditworthiness.
Risk management and compliance understanding to ensure adherence to internal and regulatory standards.
Familiarity with CRM systems, office software (Excel, PowerPoint, Word), and sales tools.
Educational Qualifications:
Bachelor's degree in Business, Finance, Economics, or a related field.
MBA or post-graduate qualification in business/finance is a plus.
Additional certifications related to SME lending, financial analysis, or risk management are advantageous.
