Zonal Head - Retail & MSME Lending

Position Purpose

This role is responsible to build the presence and position of the bank in the target market for the Emerging Enterprises / Business Banking segment and meet the topline as well as bottom line objectives for the Zone under responsibility. This is a senior role responsible for execution and implementation of Strategic business plan.

The role is a leadership role, responsible for delivery of P & L, people management, motivation, direction, hiring, training, performance mgmt. and employee satisfaction/loyalty.

This position will be responsible for farming the existing portfolio and acquiring new to bank clients for both Fund based and Non Fund based products.

- Managing existing portfolio - in terms of regular interest servicing, managing the quality of the portfolio by devising efficient exit plans to weed out non-productive & non-compliant client relationships, enhancing the booksize of the current portfolio, cross sell of trade and Forex products and other third party products, other housekeeping activities like stock statements, inspections, etc

- Acquisition of NTB clients - through channel partners and Branch Business Banking [BBB] team. Creating a distribution network of channel partners to get new to bank clients and making inroads into existing BBB clients or clients referred by BBB for various working capital products - TL, WCDL, Bill discounting, LC, etc

The role covers strategic responsibility of the Zone, alignment with Risk, operations, third party product providers, and all middle/back office functions, marketing, communication, client events, compliance, audit operations.

Position Responsibilities

Sr. Key Responsibilities

1 Drive sales efforts for acquisition of NTB [New to Bank] clients for Working Capital products

2 Build a distribution network of Channel Partners for sourcing NTB clients

3 Build and leverage relationships with existing Bank channels (eg BBB) to source new clients for working capital products

4 Manage and grow the portfolio - Build and deepen relationship with clients to increase business size and revenue

5 Responsible for P&L of the zone through Interest income, fees and cost control

6 Identify segments for cross sell opportunities esp for Trade and Forex products

7 Identify strategies to grow good clients and devise efficient exit plans for non-cooperative, non- compliant and non-productive clients

8 Ensure timely completion of various portfolio management activities like Regular interest servicing, Renewals, Stock statement submission, etc

9 Timely regularization of overdue / DPD accounts

10 Enhance productivity of the team to targetted levels

11 Execute client coverage model and process in the zone

12 People Management

- Provide guidance and direction to the team in order to help them effectively manage their individual targets

- Responsible for Training and development of the sales staff to ensure effective business solicitation.

- Motivation, engagement, hiring, training, incentives, performance mgmt. and employee satisfaction/loyalty.

13 Ensuring all Controls and Compliances (internal and Regulatory) are in place for self and team

- Qualifications and Experience Requirement

- Qualifications

Essential -Graduate (minimum). Preferable Post Graduate - MBA / CA.

- Commercial Banking / Business Banking domain experience

- Experience

Essential Minimum experience of 12 + years

At least 2-3 years in working capital lending (sales/relationship role)

Exposure to Trade & Forex necessary

Minimum Team / People handling experience of 5-6 years