Regional Sales Head - SME Insti - Delhi

Key Result Areas
Supporting Actions
Strategy creation & implementation
To steer strategic path for the SME LAP business, encourage customer segmentation and needs assessment, determine the size and potential profitability of large clients and plan product offerings accordingly basis respective regions.
To implement business strategies that are aligned with the overall goals of the NBFC and SME business
Enhance relationships with heads of Syndication Desks / DCM Teams of Banks, NBFCs & IPCs to ensure showcasing of all deals.
Form partnerships with key stakeholders like PE funds, Real estate advisory companies, real estate consultancy, banks and other NBFC, marquee consultants and other real estate professional organizations, ex-bankers etc in the real estate sector
To analyze high potential business areas, and assess the potential within Group companies
To steer increase in fee-based income activities, including cross-selling initiatives
Create brand differentiation through faster TAT & innovative solutions which meet internal risk parameters as well
To interact and engage with various recognized industry bodies, forums for various sectors to create awareness and visibility of the structured and customized product offerings by SME LAP SME team
Structuring of deal to meet the internal ABCL risk parameters and Customer requirement
Structuring of deal as per internal parameters and customer requirements.
Nuanced understanding of risk and return.
Developing sales team which is well versed with ABCL risk parameters and market dynamics to suit the requirements of all stake holders
To promote talent development and develop human resources
To conduct various internal and external training programs and knowledge sessions for Cluster heads and business analyst to make them aware about evolving business models of various sectors, key risk and key business opportunities, key lenders & competitors present in the market place in all these sectors and how can we differentiate ourselves to command better pricing and capture relevant market share
To ensure that periodic functional & behavioral trainings are imparted to all team members, in conjunction with the HR department
To motivate and identify top talent, formulate plans for recognizing fast trackers and building a strong second line of managers
To undertake retention initiatives by promoting performance linked incentive structures & policies
To drive the development of superior customer value propositions and portfolio
To coordinate with risk and operations teams to set up robust, customer friendly loan approval and booking processes and to recommend improvements to operating procedures and technological tools, as needed
To emphasize strict compliance with adherence to Risk, compliance and legal norms
To ensure understanding and acceptance of ABCL credit risk strategies, and ensure that appropriate underwriting parameters are incorporated in proposals.
To work with the Central Risk teams to identify risk areas and build processes to mitigate risk, including performance metrics and documented procedures
To ensure acceptable asset quality of loans is maintained at all times and there are minimal NPAs; to track the delinquencies very closely
Attain business objectives
To periodically review targets with sales team to ensure that budgeted targets are met for sales volumes, yields, cross selling etc.
To maximize profitability by driving higher spread achievement & effective cost management
Portfolio Management, Retention of existing clients, Repeat Business from existing clients and Monitoring and collection,
Resolving audit queries
Keep abreast of local currents happening at market place to take key decisions before any event happens in market place
To be in touch with existing client base on a regular basis to ensure retention and repeat business
To ensure regular debt servicing and compliance of all covenants by continuous engagement with borrower group
To proactively and timely obtain and analyse MIS data on monthly/ quarterly basis depending on sector and type of transactions and identify any red flags or early warning signals
To issue NOC and other documents as and when asked by the customer for ensuring smooth business operations on a regular basis
To engage with the risk team and audit team for providing timely clarifications to the auditors to address their audit findings as applicable

Work arrangement
No