Job Description

Job Reference
* JR00111884



Job Summary
* Head - Capital Markets


Job Purpose
Identify and convert new retail and institutional clients, Build and manage client relationships for retention and repayment to source business and enable increase in share of wallet & revenues for loan against security business


Job Duties & Key Responsibilities
* Duties and Responsibilities - 1. Sales planning and review \xef\x82\xa7 Cascade monthly AOP targets to own sales team provide inputs and develop action plans to meet defined sales target \xef\x82\xa7 Monitor month-on-month achievement of sales targets track deviations and provide inputs on course 2. Business development \xef\x82\xa7 Identify potential HNI clients through referral networks prepare update and review the list of potential customers to add clients to the customer funnel \xef\x82\xa7 Approach the prospect client analyze competition with the customer seek appointment through brokers to identify customer needs assess risk appetite and provide appropriate investment options \xef\x82\xa7 Conduct background check of the clients to ensure identification (and rejection) of clients involved in money laundering and black-listed by the company \xef\x82\xa7 Follow up with the credit and risk team to obtain timely approvals and sanction of the loans for the clients \xef\x82\xa7 Devise strategies to retain the customers and cross sell products and services to meet business objectives 3. Client and broker relationship management \xef\x82\xa7 Identify needs of the retail (HNIs) and institutional (promoters) clients assess their risk appetite and provide them investment options \xef\x82\xa7 Interact with customer to understand the end use for the loan to ascertain the duration of loan and pattern of repayment \xef\x82\xa7 Execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly calls and meetings \xef\x82\xa7 Seek appointment with prospect clients to present the value proposition (such as issue of sanction letter within 24 hours) and convert new clients \xef\x82\xa7 Network with brokers in the share market convert the broker into a client and penetrate into the brokers client list 4. IRR management \xef\x82\xa7 Understand movements in prevailing market interest rates and accordingly manage client communication on interest rates to increase IRR for the company \xef\x82\xa7 Communicate the interest increase to own team of Relationship Managers to further communicate to clients and influence clients for continuing the relationship 5. Team development \xef\x82\xa7 Motivate the team through an appropriately linking incentive structure to sales target achievement \xef\x82\xa7 Participate in recruitment process to identify the right talent at senior positions within the function \xef\x82\xa7 Establish individual performance expectations and regularly review individual performance of the team \xef\x82\xa7 Identify career growth plans and create development opportunities for team members to enhance functional knowledge and motivation
* Major Challenges - \xef\x82\xa7 Adapting continuously to ensure compliance with changing regulatory framework \xef\x82\xa7 Convincing the clients to deposit the TDS and pay interest within the defined timeframe as per RBI guidelines
* Key Decisions / Dimensions - DECISIONS (Key decisions taken by job holder at his/her end) Following decisions are taken by the role: \xef\x82\xa7 Decisions on client selections and scrips DIMENSIONS (Key numerical data which will reflect the scope and scale of activities concerning this job) Financial Dimensions (FY 19) (These should be quantifiable numerical amounts) \xef\x82\xa7 Total income: ________ \xef\x82\xa7 Total assets under management: INR 7000 crores \xef\x82\xa7 Book value for retail business: INR 750 crores \xef\x82\xa7 Book value for promoter business: INR 300-400 crores \xef\x82\xa7 Average ticket size: INR 4-5 crores Other Dimensions (FY 19) (Significant volume dimensions associated with the job) \xef\x82\xa7 Total Team Size: 16 \xef\x82\xa7 Number of Direct Reports: 3 \xef\x82\xa7 Number of Indirect Reports: 13 \xef\x82\xa7 Number of retail customers: 1000+




Required Qualifications and Experience
* a) Qualifications \xef\x82\xa7 Post-graduation b) Work Experience \xef\x82\xa7 Minimum 15 years of experience \xef\x82\xa7 Experience in equity and wealth management, and knowledge of broking fraternity