Regional Head - Loan Against Shares

To achieve budgeted sales volumes and profitability in the designated geographies. - To achieve the budgeted business volumes as well as Net Interest Margin (NIM) for self as well as ensure the same for his team.

- To achieve Fee income targets while focusing on cross sell and syndication.

- The product segment includes Loan against shares/MF Units to Brokers, HNIs, Retail clients; Loan against Insurance Policies, ESOP Financing, IPO financing and Special opportunity financing.

To develop new locations / markets for CMG Business - To do the scoping and develop the identified market by building a sustainable relationship base.

- Create a positioning for CMG business in these markets.

To undertake new client acquisition, retention & growth for larger customer base - To map the target HNI & Retail clients in the state and drive relationships with them to have a healthy pipeline & regular disbursements

- To identify & develop sourcing channels DSAs, Internal Channels and work with Alliances team for development of National Alliances.

- Build strong relations with clients/channel partners and offer multiple products across ABFSG business suiting client needs (there is dedicated KRA with 10% weightage on Power of one)

To maintain effective service standards and ensure superior client as well as channel satisfaction

- To ensure satisfaction for the portfolio clients as well channel partners. Co-ordinate with the Risk / OPS/ Finance/ Credit / Legal teams for effective servicing from loan processing to information requirements to post disbursement requirements.

- Ensure information for new Product/Services to existing client base and business partners

- To generate repeat business as well as references from the existing clients

- To keep abreast of the latest trends, market intelligence and competitor intelligence, identify new customer satisfaction parameters & share with the other teams.

To ensure adherence to policies, processes and Audit requirements.

- To undertake documentation and KYC formalities for the customers in a seamless manner while managing good TATs

- To ensure compliance of all critical policies & procedures, documentary and audit requirements for the business proposals and the portfolio on an ongoing basis

To ensure high standards of portfolio management(Margin regularization, market intelligence &NPA management) - The stock market volatility impacts the security value on continuous basis. Ensure proactive regularization of margin shortfalls each time.

- To keep up breast of the latest developments in the local market & report for any indication of customer defaults, trends etc.

- To maintain good quality lending book and manage stress /overdues (if any) by engaging actively & proactively with all stakeholders.

To formulate periodic MIS - To ensure LMS updation for entire set of clients, existing, new and proposed and enter all activities until the closure of each transaction.

- To send periodic reports to Zonal Head: HNI Sales for meetings lead closure ratios, sales volumes, status of new product launches

Managing Self/Team Development/Skill Enhancement - To identify, build and develop a team of RMs, DSTs & Sales Support staff in the region.

- To impart product and service training to his team members/DSAs

- To ensure ongoing self as well as team training and development.

Job Purpose of Direct Reports

1. SRM HNI Retail - Business Development and Profitability: To achieve the targeted loan book & NIM by selling CMG products in the assigned geography to HNI & Retail segments. The role requires business development thru multi-sourcing channels; direct acquisition, national alliances, DSAs and ABFSG;

Client Lifecycle Management: Ensure loan account regularization on ongoing basis in terms of security value, interest payment as well repayment of loan and keep NPA under control. Understand client needs and offer multiple ABFSG products.

2. RM HNI Retail - Business Development and Profitability: To achieve the targeted loan book & NIM by selling CMG products in the assigned geography to HNI & Retail segments. The role requires business development thru multi-sourcing channels; direct acquisition, national alliances, DSAs and ABFSG;

Client Lifecycle Management: Ensure loan account regularization on ongoing basis in terms of security value, interest payment as well repayment of loan and keep NPA under control. Understand client needs and offer multiple ABFSG products.

3. DSTs - To generate leads for CMG Products through tele-calling, referrals and other lead generation activities.

4. DSAs - To enable increasing the HNI/Institutional business of the capital markets group by monitoring the market scenario & providing leads & market/competitive intelligence to the relationship managers.

5. TM Sales Support - To manage the day to day operational activities for the CMG transactions, issue of sanction letters to customers, interest collection, margin handling and disbursements processing.