Aditya Birla Financial Services - Branch Head - Mortgages

Principal Accountabilities :

- Accountability Supporting Actions

- Branch Sales & Market Penetration

Management :

- Defines the branch strategy to drives sales and achievement of targets in terms of product mix, customer segments, channel/ distributor mix and budgets for marketing/ lead generation initiatives.

- Sets business targets for self and RMs/ SRMs in the team and works towards achievement of the same

- Identifies business growth opportunities in the region in terms of channel partners and key customer segments and directs RMs/ SRMs towards tapping these opportunities

- Engages with Channel partners, DSAs and other distributors to understand the proposals submitted and extract critical supporting documentation.

- Increases branch revenues through strong focus on cross-selling initiatives & innovative product mixes.

- Enables and drives contests/marketing campaigns to spread brand and product awareness and expand business volumes for the branch

- Monitors and achieves target book size through the above activities

Branch Profitability :

Management :

- Ensures achievement of branch book size, revenues, NII & PF targets from direct / channel sales by aligning sales actions with branch business strategy

- Maximizes profits by ensuring targeted fee income & effective cost management

- Ensures branch budgets are adhered to and optimally utilized for maximum returns

Distribution :

Expansion :

- Operations o Monitors local market trends and competitive offerings & identifies opportunities for distribution expansion for the branch

- Engages regularly with key channel partners & develops consistent touch points with them to enable quicker and better customer connectivity

- Devises a strategy to enable branch channel partners through knowledge sharing via engagement programs & sales training, in order to build long term partnerships and capabilities

- Monitors SLAs & sales efficiencies of channels & ROI of channels

- Effectively deploys schemes & prioritize sales of high revenue products/ structures through distribution network

Branch :

Customer Servicing & Relationship :

Management o Monitors client servicing metrics for the branch and sets standards for the same. Mentors and develops RMs/ SRMs to achieve client centricity in their interactions

- Supports RMs/ SRMs in moving exception cases through the credit risk team within regulatory and compliance guidelines

- Identifies and implements market best practices for enhancing operational efficiency, productivity and customer satisfaction across branch operations

- Enables RMs/ SRMs to develop strong client relationships in order to carry out pre sanction due diligence/ post sanction surveillance from a de-risking perspective

Branch Sales :

Operations & Internal :

- Compliance o Drives faster TATs on deal closures, tighter due diligence & compliant operations to improve branch operations metrics

- Shares policy inputs and updates based on market intelligence of the region/ market dynamics with relevant internal stakeholders

- Recommends process changes/improvements to enhance operational efficiencies and strengthen process controls

- Supports branch audit activities and addresses observations, if any, with appropriate levels of urgency

- Acts as a point of escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.

Branch Sales :

MIS & Reporting :

- Ensures all branch sales metrics are shared and reported in a timely, accurate and compliant manner to the RSM/ ARSM and Business Analyst- Mortgages

- Monitors discrepancies/ variances in reporting and ensures they are corrected and reconciled with actual target achievement numbers

- Leverages sales MIS to track branch progress against targets on Book size, NII and PF and overall P&L

People :

Management :

- Evaluates Branch manpower plans & ensure effective retention through developing performance linked incentive structures

- Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity

- Guides RMs/ SRMs for better customer acquisition, retention & helps them achieve superior outcomes by setting performance standards

- Trains RMs/ SRMs on product structuring and business finance to enable greater customer connect and increase the perception of their credibility as financial advisors/ representatives

- Ensures optimal work allocation within the branch team and drives accountability for results

Salary range - 7-10 LPA