Job Context
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SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro,Small & Medium enterprises.
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It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide array of lending programs, each of which aims to estimate the client’s repayment capability accurately before the company to take an exposure.
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The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.
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Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer’s business model, Cash flows, customers & suppliers, success factors and dependencies needs to be considered.
Key Responsibilities:
1. Deliver Sales growth at the location and expand the customer base
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Identify business growth opportunities across the location, build direct/ channel/ new client acquisition strategies and tap growth opportunities to achieve area-wise targets
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Augment the business volumes of SME lending in the location, manage client databases and tap them through Relationship Managers
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Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the locations/area
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Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the area
2. Analyze product positioning and competition across the locations and develop the distribution network
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Scan the location market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the SME segment to the head office
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Engage with channel partners and develop a touch point management system for faster customer connectivity
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Conduct engagement programs and sales trainings to develop channel partners
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Monitor SLAs, sales efficiencies
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Effectively deploy schemes and prioritize sales of high revenue products and structures
3. Drive high levels of customer satisfaction across the location through relationship managers
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Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and channel partners to display highest levels of client servicing standards
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Encourage the implementation of improved processes and best practices in order to enhance operational productivity
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Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to faster growth
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Monitor customer issues and complaints and drive necessary action to address the same
4. Analyze and communicate information for better risk management and operational effectiveness to the management team
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Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations
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Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals
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Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs & ZSMs.
5. Team Management & Development
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Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards
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Nominate teams for product, behavioral and negotiation trainings and work for self development initiatives
