Cluster Head - Bank

Principal Accountabilities:

Region Sales Growth & Profitability:

Management, Plans allocation and achievement of sales targets for the region through

1. Monitoring pipeline funnel & developing a plan with the team to achieve book size and market share

2. Planning & implementing initiatives to identify and bring on board new channel partners

3. Working closely with RMs, credit analyst and operations to ensure faster TATs and compliant operations

Achieves the region gross contribution & ensure effective cost management

Drives sales analytics/ MIS to identify trends/ patterns of customer investments and works with RMs and marketing to tap key customer segments

Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region

Tracks & mentors RM level efforts in terms of new sourcing, meeting customers and converting leads

Leads key client negotiations in the region through the management of parameters such as collateral/ rate of interest/ amount of loan on a case to case basis

Ensures minimal client attrition by driving RMs to strengthen client engagement activities

Analyzes portfolio mix of existing & new products, high and low margin products, in order to create balanced returns and de-risk the region business growth and operations

Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis

Tracks the health of collaterals and flags off potential bad credits to the Zone Head by ensuring regular touch points between RMs and SME customers

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

Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs

Manages collections and delinquencies at region level.

Client Acquisition & Relationship Management:

Drives new client acquisition and retention through mapping of key clients in the region & establishes relationships with them to maintain/ enhance the pipeline funnel.

Increases quantum of region business through strong focus on cross-selling initiatives & innovative product mixes.

Identifies business potential in new geographic s of the region & penetrates them through marketing events in strategic locations

Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Zone Credit analyst, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.

Recommends development of new products based on local market and competitor insights and trends

Supports enhancements to existing product service mix according to region specifications by providing inputs to the product teams

Presents/ shares detailed analysis and modeling of financials, customer and competitor data in support of product objectives for the region/

Region Sales, MIS, Reporting, Audits & Internal Compliance:

Monitors the portfolio health in conjunction with the risk team through continuous portfolio surveillance and tight pre screening of proposals sourced in the region.

Ensures effective risk management by driving policy adherence and compliance in all sales operations activities within the region team

Oversees the preparation of MIS / dashboards highlighting region performance on key business metrics and uses the MIS to drive behaviours and outcomes and help define clear performance goals

Supervises the sharing of periodic MIS inputs to the corporate team for region business volumes, customer touch points data, new clients NPA, new product launches, new channel development & changes in business plans

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

Supports audit activities in the region and addresses observations, if any, with appropriate levels of urgency

Acts as a point of escalation for any flag offs on fraudulent activities or sales malpractices and takes action in conjunction with the compliance team, Zone Head and HR as the case may be.

Drives compliance through proper loan documentation, adherence to KYC norms and collation of all other relevant information about the client and application of necessary risk mitigation where required.

Monitors the non-payment of loans, cheque bounces, etc closely and ensure that there are minimal NPAs in the portfolio. Flags off specific cases to the Zone Head for intervention.

Emphasizes strict compliance and adherence with respect to any regulatory/ statutory or legal norms and considerations

People Management

Ensures that all relevant product & behavioral training is imparted to RMs to enhance business outcomes and support individual development

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

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

Trains RMs 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 region team and drives accountability for results