Sales Role - Commercial Real Estate Loan

- AOP sales planning and review

- Cascade and communicate the AOP numbers to the cluster and area managers based on past performance, market potential, team size, etc.; Align the team on the business direction and growth agenda.

- Consolidate and analyze input on monthly pipeline from the team at the beginning of the month; On a fortnightly basis, review the progress on transactions and additions to the pipeline; Monitor various transaction stages such as login, sanction and disbursal through the month.

- Monitor key metrics related to transactions such as ROI, fee income, payout to channel partners (Hyderabad and Chennai), cross sell income, etc.; Provide course correction inputs to the team to bring deviation on track

- Scan markets, keep self-updated and gather market intelligence related to prominent commercial constructions, absorption levels, tenancies, ongoing prevailing property rates and market rentals; Make visits to markets and locations.

- Sourcing of business

- Scan the market in the assigned geographies, to determine the developers, builders, HNIs / customers to be targeted at the month beginning; Define approach (direct vs. channel partner) to source the business.

- Ensure revenue generations via Cross sell products (Life Insurance/Property Insurance/Fixed Deposits ect)

- Engage with channel partners, developers, customer, etc. to understand customer requirements and ensure stronger building of pipeline and sourcing of business

- Motivate the team to continuously build additional pipeline and enhance business sourcing.

- Transaction management and sanctioning

- Analyze financials of the customer though study of ongoing projects, cash flows, debts, etc.; Undertake first level financial analysis and evaluations, and study the cash flow; direct the team; Support the credit team for expediting the transaction assessment and approvals

- Aid movement of transaction onto the approving authority as soon as possible, remove roadblocks, and ensure files shared with credit are complete and query free; Respond to the queries and collection of documents promptly through the customers; Ensure self and team is equipped with the knowledge of the case

- Transaction closure

- Post credit sanction, oversee and guide the team to ensure timely and accurate execution of loan agreements funds disbursement

- Present the proposition and close the deal with the customer; Respond to customer queries and prove better than competition

- Relationship management - Clients and Channel Partners

- Regularly engage with customers, maintain and monitor trackers for self and team to ensure customer interactions occur every 45 days

- HNI monitoring channel with Risk / HO; review of portfolio and get inputs

- Maintain and deepen relationships, track their financial wellbeing, identify and flag early signs of customers getting into stress, and take steps to move them out of the portfolio, if necessary, to maintain health of the portfolio

- Team development

- Participate in recruitment process to identify the right talent for positions within the team, post onboarding undertakes initial handholding.

- Take steps to motivate the team to ensure retention and productivity of team members

- Establish individual performance expectations and regularly review individual performance of the team

- Roles you need to interact with inside the organization to enable success in your day to day work

- Credit team: Providing further transaction/ customer details, discuss financial analysis, documents, respond to queries, etc.

- Risk: For portfolio monitoring and review, to understand individual client level exposure and issues with client repayments

External Clients:

Roles you need to interact with outside the organization to enable success in your day to day work

- Client: Engage to maintain and increase client base, seek business growth opportunities and deepen relationships

- Channel Partners: Engage with intermediaries to acquire new relationships, discuss payouts and grow business

Educational Qualifications:

- Qualifications - Post-Graduate/ MBA

- Work Experience - 8 years of work experience

- Expertise in product knowledge; Exposure to wholesale lending

- Good relationships in the market

- Team management