3 - 6 years

Any Graduate

Sales- GL

5 lkh ~ 6 lkh

Job Name ? PA (Business Unit) : RBB ? Personal Banker Gold Loan



Job Title : RBB-Personal Banker Gold Loan (PBGL)



Business Unit (PA) : RBB



Team : Retail Branch Banking



Reports to (job) : PBA / BOM / Branch Manager (As applicable)



Location of role : Pan India



Job Fn : Sales & Operations



Role Type: Individual Contributor

No of direct reportees: Nil

Travel Required: Moderate



Job Band Range :

JD Created date: 10.12.2021

JD Updated date : 10.12.2021



JD approved by (business) :

Version No: 1





Job Purpose
Gold Loan Business / Operations Management : Role assumes complete ownership of Branch?s Gold Loan business and is also responsible for Operational / Hygiene parameters of Gold Loan thereby leading to overall Gold Loan Portfolio growth in totality. PBGL will Liaison with central teams associated with GL vertical viz , Product , CIC (Risk) , Operations and other vertical/ roles like Local BOTC , Cluster Operations Manager etc.
Portfolio Management PBGL Is equally responsible for portfolio management by acquisition of new portfolio customers and enhancement of the relationship by cross-selling products and services as per the profile & need of the customers. Acquiring family accounts and deepening the size of the relationship and retention of the customers by providing the best possible services and being the dedicated point of contact for these customers. Ultimately should lead to we becoming the primary banker for these Classic relationships and maximize the share of wallet of these customers.





Job Responsibilities(JR)

Actionable





Gold Loan Business

• Ensure Breakeven of the Branch is Gold Loan business within specified month (if newly launched GL desk)

• Calling on High propensity Gold Loan databases / references / Walk-in leads etc.

• Assist in planning / organizing marketing / promotional activity within the branch to create visibility and boost GL sales

• GL Closure customers to avoid closing Gold Loan Exposure

Achievement of income plans and other benchmarks within portfolio

• Ensure that income plans for the month and year are duly met across products
• Achieving of portfolio level benchmarks of and IPH
• Income product to be sold to each group of the portfolio in the year
• Ensure that the benchmark sales per month is met
• Usage of net banking / Mobile banking , Bill pay , RDFD penetration benchmark to be met
• CEP to be met as per cycle

Managing Portfolio sales / Hygiene

• Ensure quality new acquisition on SA and CA for Resident/Non-Resident
• Structured bundled offering of Products and Services to the customer within the defined timeline
• Penetration of Saving Accounts on non-liability customers
• Utilizing the sales resources (BDR/COEX) for optimal sales support
• Penetration of FD to unique customers
• Using Data-mine for cross-selling
• Sales of various Credit Cards
• Sales of Third Party Products to the customers
• Sales of Asset Products
• Disseminating product information
• Activation: To ensure that all accounts savings and current account (non-ABM branches) opened in the month are activated as per product
• Calling on Large Value Attrition:
• Enhancing customer wallet size
• Attrition control of customers
• Manage the benchmark no. of customers in the portfolio
• Extend Classic benefits to customers basis identification in eligibility lists/ LTR
• Ensure that individual customers are grouped and Customer To Group (CTG) Ratio is maintained on the portfolio
• By grouping them with their family members who already hold accounts with us
• By grouping them with their family members post selling liability products to the family members, if they do not have banking relationship with us
• Ensure that optimal levels of Income generating Product Group Holding (IPH) is reached
• Ensure that within each customer group a minimum number of stipulated Income Generating products are sold
• Ensure that the Customer Group profitability is achieved
• Manage Band 1 and 2 customers and ensure that they are moved to Band 3 and above
• Enhance Values within each of the customer groups
• Online updation of CRMNext at every stage of customer contact on the portfolio
• Proactively raising the eligible customers to the classic portfolio within the prescribed product program
• Ensure that all classic customers within the portfolio are contacted
• Usage of APT and data in CRM for effective call planning and review with BH / PBA(Pre call planning and post call review )
• Detailed updation of interaction to be captured in CRM , Tasks/ leads to be created , profiler to be updated on same day of interaction

Gold Loan & Other Operations

Gold Loan Operations:

• Managing Gold Loan operations in the Branch of every customer approaching the Branch for availing new gold Loan , renewal of existing gold Loan , Gold Loan Closure (complete / Partial)
• Ensure GL processing happened within specified TAT
• Ensure zero FTNR is maintained in processing Gold Loan cases / Transactions
• Sealing articles , Vaulting , filing required while processing Gold Loan
• Mandatory central reporting / updating of GL
• Handling day to day queries / inquiries on Gold Loan
• Responsible for complete audit parameters associated with Gold Loan during Branch / RBI Audit
• Ensure smooth functioning of Gold Loan Desk of the branch
• Ensure all regulatory / compliance norms set by the regulator / Bank are followed
• Track business productivity and sales efforts of Gold Loan SO
• Report Staff wise Gold Loan Business performance to Branch Manager and handle Exception management.
• Jointly review GL business with GL -ASM and BM
• Liaison with Hub & Spoke Branches (if any) and all associate central GL team

Other Operations :

• Ensure certification of documentation required for opening and maintaining customer accounts
• Error free documentation for all account opening and all customer instructions (Stop payments, FD Closure, etc.)

• Submission of daily e-schedule indicating the third party sales done
• Updation of CRM for the asset leads generated
• Updation of weed-out database on the portal

• Ensure KYC norms are adhered to at all points of time

• Opening of accounts under smart account mode

Educational Qualifications

Key Skills

• Graduation:

• Post-Graduation:

Certifications:

• NISM V-A Certification
• IRDA Certification
• NCFM Certification (Optional)
• CAIIB (Optional)
• Internal Certification
• GI certification

• Sales and Influencing Skills
• Banking Product & Process Knowledge
• NRI Product and Regulatory Knowledge
• Planning and Organizing Skills
• Communication
• Knowledge of Competition & Current trends in financial Industry.

Experience Required

• Minimum experience in years ? 1 yr
• Exposure to banking preferable

Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties)

• Customers
• Branch Banking Team
• Operations
• Insurance CAM
• MF Fund houses personnel
• HSL personnel
• BOTC
• GL product