Ujjivan Small Finance Bank - Regional Business Manager - Working Capital

ROLE PURPOSE & OBJECTIVE :

1. This is an important position that will drive this business in the respective Region. The position is responsible for overall growth and success of the Working Capital business in the Region.

2. In coordination with the branch, credit & product teams, identifies suitable branches and locations for MSME business and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of MSME business.

3. Built efficient team of Clusters in the Regions assigned.

4. Oversees the performance of the MSME Working Capital portfolio of his/her Region and branch in terms of growth (amount and client base) and productivity of team by guiding them and carrying out constructive reviews of their performance

5. Overall responsible for the control and recovery of loans in his/her region, risk assessment and recovery strategies.

6. Own the P&L for the Region for WC business and ensure the P&L goals are met.

7. Portfolio management and meets the expectation of allocated targets.

8. Work closely with product and marketing team to drive suitable branding and marketing activities in his/her respective Regional.

SIZE OF THE ROLE :

FINANCIAL SIZE :

- Monthly Business volume as per the business target. Mapping of 3 6 Clusters, with monthly Fresh Limit set-up of around 15 20 Cr

- Timely Interest serving, Regular Churning to prevent Delinquency

- Timely Renewal of existing customers, managing Portfolio of around 150 250 Cr

- P&L target for the Region

NON-FINANCIAL SIZE :

- Managing and tracking Team performance

- Driving Channel activation through DSA and Branch

KEY DUTIES & RESPONSIBILITIES OF THE ROLE :

Business/ Financials :

- Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established for the Region and branches under his/her responsibility to provide guidance and solutions to his/her team as required

- Assign targets and results on daily, weekly, monthly basis of portfolio of risk by different categories such as days in arrears, number of installment due, amount within his/her region by cluster, branch, relationship manager with the objective to identify tendencies and risks.

- Supports Relationship manager- in his/her area in their duties of client visits, risk assessment and recovery strategies

- Efficient staffing by timely recruitment & training

- Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.

- Approve deviations and exceptions according to policy in place.

Customer (Both Internal & External)

- Ensure customers are educated about all products/services offered by Ujjivan.

- Ensure lower customer attrition by providing different products as per customer requirement.

- Focus on lower TAT as per laid down standards.

Internal Process :

- Ensure compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.

- Monitor health of portfolio

- Ensure, supervise the correct implementation of the credit procedures including all the

respective tools

- Discuss strategies and changes in terms of products, capacity building, procedures etc.

Innovation & Learning :

- Ensure that all members of his team are up to date on all relevant circulars and all products/services offered in the Branch

- Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement

- Ensure adherence to training man-days/ mandatory training programs for self and reportees

- Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees

- Monitor performance of staff against defined goals/metrics and take corrective action wherever required; undertake disciplinary and attendance monitoring of the team.

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS :

Educational Qualifications : An MBA or equivalent / CA

Experience : An MBA or equivalent / CA with 8-12 years and for others 12-15 years with 8 years relevant experience sales and documentation of loans of which at least 5-6 years in MSME Working Capital business- OD/CC/WCTL/BG. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales

Certifications : Relevant certifications shall be an added advantage

Functional Skills :

- Ability to create teams and drive sales performance. Will be required to take complete ownership of the business at Regional level.

- Ability to engage with customers, Plan & execute Marketing and Sales promotion

- Ability to speak and read regional language(s) is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.

Behavioral Skills :

- Product knowledge

- Training Skills

- Willingness to travel & relocation as per business requirements and career opportunities

- Managing customer relations

- Performance oriented

Competencies Required :

- Good Computer Knowledge

- Competent to handle MIS systems and Lending Software

KEY INTERACTIONS :

INTERNAL :

- Product and Marketing Team

- Regional Operations, Credit

- Audit, Vigilance and FCU team

- Area Technical Manager

EXTERNAL :

- Legal Vendors

- External marketing agencies

- Competitor Counterparts