Job Description

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4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated

New Client &

Business

Acquisition

• Targets new client acquisition through sourcing of leads and business conversions in conjunction with channel partners, Branch Head and independently as well
• Manages retention of existing clients and activation for cross sell [ ABG/ non ABG], ensuring growth in business volumes
• Strengthens & leverages existing client relationships to generate leads and business through word of mouth and good will
• Ensures regular meetings and sales calls with prospective clients and DSAs on a daily basis to source business
• Ensures acquisition of the right profile of customers by sourcing customers based on relevant surrogates as per the segmentation norms
• Provides inputs to Branch Head on competitor activity & latest market developments in the local area
• Drives and participates in initiatives, campaigns and contests to generate business through channel partners keeping in keeping with seasonality of local/ regional business cycles
• Monitors and achieves target book size through the above activities

NII & Fee

Income

Achievement * Achieves NII & PF targets by aligning sales actions with the business plans [ choice of products being sold impacts margins generated ]

• Markets & sells the aforesaid products at targeted yields & fee
• Undertakes cross selling and up selling of various financial services products and loans to increase fee and other income

Sources higher fee based businesses and identifies newer avenues to achieve fee income targets

Channel

Management * Meets attorneys, professional organizations, bankers, channel partners, DSAs, Chartered Accountants etc in the real estate sector in designated region of operations to identify and source business leads and distribution expansion opportunities

• Meeting new channels every month and Ensures timely on boarding of the DSA's, DST's, Broker's and other channel partners
• Ensures timely payout of channel partner payments and resolution of queries raised by the Channel Partners
• Acts as a knowledge partner and enables channel partners to enhance their understanding of products, market characteristics, financial know how and regulatory requirements

Sales

Operations &

Internal

Compliance * Understands and ensures all company policies & procedures are followed through the entire sales cycle and ensures compliance of the same

• Follows the standardized sales process and documentation norms for quick and compliant closure of client's request
• Ensures collection and submission of accurate documentation required for credit analysis
• Performs pre & post sanction activities like:
• Coordinating for execution of documentation & sanction of loan proposals with the credit risk team
• Coordinating for disbursements or any subsequent deviations during the credit life cycle with the operations team
• Adheres to Risk and credit lending norms in referring loans for new customers and extending loans for current customer set
• Monitors and supports the recovery of NPAs from relevant customers
• Coordinates with market intermediaries like banks & distributors for smooth operations
• Ensures the Legal and technical completion of each case as per company and regulatory norms
• Shares policy inputs and updates based on market intelligence of the region/ market dynamics.
• Identifies, proactively flags off and monitors delinquent cases closely and makes efforts towards collection of the dues.
• Monitors Non-Starter cases and makes subsequent effort for the recovery of the dues and regular payments from case

Sales MIS &

Reporting * Shares detailed periodic activity & sales reports with the Branch Head and Business Analyst- Mortgages

• Ensures updation of various MIS related to the status of the cases and related actions. Daily progress report of cases in WIP to channels.
• Monitors PDD's and ensures collection and submission
• Leverages sales MIS to track own progress against targets on Book size, NII

Customer

Servicing &

Relationship

Management * Retains and manages existing clients through faster TATs, effective query resolution & proactive client servicing

• Keeps abreast with changing market conditions and client requirements and conduct regular meetings with the customer as part of post services
• Customer interface including completion of documentation
• Share regular update on sanction and disbursement status to the customer.
• Coordinate with client and regular update on document completion.
• Post disbursement customer servicing including PDC/ECS replacement