Key Result Areas
Supporting Actions
Sales Growth & Client Acquisition
- Identify and execute sales growth opportunities at a local/ area level, driving referral and professional loan expansion and new account acquisition
- Deliver on sales targets by building strong relationships in the local network
- Segment the market and identify potential direct clients, approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
- Carry out regular meetings and sales calls with prospective clients on a regular basis to source business
- Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
- Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
Operational Effectiveness
- Work with dual focus on sales volume and value (IRR)
- Track & ensure SLA adherence, sales efficiencies and RoI
- Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well
Distribution & Market Expansion
- Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures
- Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
- Engage with Local Network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution
Customer Servicing & Relationship Management
- Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes
- Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations
- Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same
- Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs
Risk Management
- Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team
- Ensure closure of deal documentation and credit administration requirements, including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements
- Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance
- Proactively identify and report risks in order to ensure portfolio quality is maintained
- Liaise with the channel partners, customers and the risk team on specific escalation cases
Internal Stakeholder Management
- Partner with peer RMs to overcome challenges and support sales growth via effective channel management, customer acquisition
- Proactively build and maintain relationships with key internal stakeholders (E.g. Operations, Risk Management) for smooth and efficient transactions and issue resolution
