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The Mid Market and Supply Chain function is responsible for financing the short-term, medium-term, and long-term working capital and supply chain needs of SMEs through a suite of customized products with varied tenures.
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The key business metrics for success include loan book size, profitability, and a zero-tolerance approach to delinquency.
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A strong understanding of business finance, loan structuring techniques, and credit administration is essential to building credibility with customers and gaining a competitive edge.
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Deep knowledge of local market dynamics—including specific occupations/trades, industries, and local financial and investment preferences—is critical for structuring loans effectively and identifying new business opportunities.
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Expand market share in targeted locations and outpace competition.
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Continuously upgrade financial acumen, including knowledge of loan structuring methods and business financials, to build trust and credibility with customers.
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Stay informed about recent market trends and evolving local market preferences to align with customer needs.
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Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize the risk of non-performing assets (NPAs).
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Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client relationships, and monitoring collateral to ensure the complete safety of the financing.
Key Responsibilities:
1. Area Sales Growth & Profitability Management
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Achieves sales targets for the local area through
- monitoring pipeline funnel & developing a plan with the team to achieve book size and market share
- Planning & implementing initiatives to identify and bring on board new channel partners
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Achieves the area gross contribution
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Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region
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Ensures minimal client attrition through strong client engagement activities
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Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis
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Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.
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Tracks key accounts in the portfolio with regard to health of the business and potential early warning signs of NPAs
2. Client Acquisition & Relationship Management
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Drives new client acquisition and retention through mapping of key clients in the area & establishes relationships with them to maintain/ enhance the pipeline funnel.
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Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.
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Identifies business potential in new geographic s of the region & penetrates them through marketing events in strategic locations
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Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.
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Recommends development of new products based on local market and competitor insights and trends
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Supports enhancements to existing product service mix according to local specifications by providing inputs to the RSM
3. Reporting, Audits & Internal Compliance
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Monitors the portfolio health in conjunction with the risk team through continuous portfolio surveillance and tight pre screening of proposals sourced in the area.
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Ensures effective risk management by driving policy adherence and compliance in all sales operations activities within the region team.
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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.
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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 RSM for intervention.
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Emphasizes strict compliance and adherence with respect to any regulatory/ statutory or legal norms and considerations.
5. Portfolio Quality & Profitability
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Track overdue accounts daily for the business and ensure timely collections.
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Intervene to ensure collection on initial overdue accounts in a timely manner.
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Ensure profitability by applying appropriate pricing strategies and processing fees.
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Implement cost management initiatives on a timely and accurate basis.
6. People Management
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Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance. Ensures that all relevant product & behavioral training is imparted to RMs to enhance business outcomes and support individual development.
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Oversees sourcing, recruitment, on-boarding and capability development of team members to drive productivity.
