Area Head - Government & Institutional Business - Bank

Area Head (GIB)

Job Name - PA (Business Unit) :GIB-Area Head-Govt.&Institutional Business

Job Title : (Job Name) - GIB-Area Head

Business Unit (PA) : Govt& Institutional Business

Team : (Sub team in the PA) Channel

Reports to (job) : GIB - Regional Head

Location of role : Pan India

Job Fn : Sales

Role Type : Team role No of direct reportees: 5-6 (BSO) Travel Required: Moderate

Job Band Range : E3-E4 (Exceptional Case D1) JD Created date: 24-10-2018 JD Updated date : 24-10-2018

JD approved by (business) :( :(D3 and above supervisor : Ajay Kumar Sharma- A0499 Version No : 2.0

Job Purpose : To achieve annual budgeted business numbers w.r.t. CASA Value, NAV, Number of Accounts and Fixed Deposits with a team of Sales Officers in the assigned geographical area.

Key Accountabilities :

Achieve NAV, Numbers and TD plans and Monitor Balance build ups

- Ensure budgets w.r.t. CASA Value, NAV, Numbers and FD of the AHs are achieved

- Ensure Productivity of Sales Officers is met month on month

- Ensure that the accounts build balances by cross selling other products solutions like Onlinecollection and Payments, payment gateway, Enet, CMS/eCMSand other solutions.

- Track the inactive accounts and get in touch with the Govt Departments, institutions for activating the accounts.

Market Scoping and Segmentation :

- Scoping and segmentation of the market for acquiring CASA and TD accounts

- Ensure that the list of all the Government Department, Schemes and institution's in the specified territory is available with his team for generating and converting leads

- AH to personally meet every Government Department, institution that is a potential customer. Has to analyze the Government Department or institution's requirements, understand their business needs and provide customized solutions to fulfill all their immediate and long term requirements

- Ensure that the team is updated with all the documentation requirements for Govt. and Institutional CASA, FD and FCRA accounts

Staffing and Productivity :

- Ensure that the budgeted sales executives are on board all the time

- Ensure that the HR formalities of the sales executives is completed by liasoning with HR during new recruitment

- Provide adequate training to the sales executives and keep them updated on the documentation requirements for Government and Institutional accounts.

- Ensure that the sales executives understand the PLP structure. Regularly update the sales executives on the changes in the PLP structure.

- Facilitate the sales officers not able to reach the required productivity and drive and motivate them to achieve the targets

Branch Support :

- Understand the catchment details of the various branches in the specified region

- Track the budgeted branches with Zero Government and Institutional accounts and facilitate them to source Government and Institutional accounts

- Ensure accounts are opened in specified TATs

- Assist branches to convert leads generated by them

- AHs can also make joint calls with the RMs / PBs / BMs from branches

Relationship management and Increase Wallet Share :

- Meet customers on regular basis for understanding the needs and offering the most viable solution for the same.

- The AH to liaise with product team to seek necessary approvals (if any) for special requirements by the customers

- Update the product team on the competition offering

Joint meeting with Branch Banking :

- Conduct regular weekly/monthly meetings with Branch Managers/Cluster Heads.

- Update them on the status of business at agreed intervals.

Create plan and strategy for each branch/cluster along with the CH and ensure that the same is implemented

Educational Qualifications Key Skills :

- Post-Graduation

- Team Handling Skills

- Sales and Influencing Skills

- Banking Product & Process Knowledge

- Regulatory Knowledge

- Planning and Organizing Skills

- Communication

- Knowledge of Competition & Current trends in financial Industry.

Experience Required :

- Minimum experience in years - 8 to 10 years

- Exposure to banking preferable

Major Stakeholders(intra team and cross functional stakeholders, who would need to be interacted with for discharging duties) :

- Customers

- All Internal Product and compliance Teams

- Branch Banking Team

- Operations