Job Context
SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small
& Medium enterprises.
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.
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.
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
Identify business growth opportunities across the location, build direct/ channel/ new client
acquisition strategies and tap growth opportunities to achieve area-wise targets
Augment the business volumes of SME lending in the location, manage client databases and tap them
through Relationship Managers
Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the
client base of the locations/area
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
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
Engage with channel partners and develop a touch point management system for faster customer
connectivity
Conduct engagement programs and sales trainings to develop channel partners
Monitor SLAs, sales efficiencies
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
Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and
channel partners to display highest levels of client servicing standards
Encourage the implementation of improved processes and best practices in order to enhance
operational productivity
Engage with key customers on a periodic basis to build stronger relationships, thereby contributing to
faster growth
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
Support the risk and review process by supervising the preparation of loan proposals and
documentations to ensure controlled operations for the locations
Liaise with the customers and the Risk team to provide regular information required for monitoring
the creditworthiness of the proposals
Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to RSMs &
ZSMs.
5. Team Management & Development
Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping
them to achieve superior performance standards
Nominate teams for product, behavioral and negotiation trainings and work for self-development
initiatives
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