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Direct Client Acquisition & Sales Achievement
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- To segment the market and identify potential direct clients, approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business
- Conducts advanced financial due diligence on client potential and credit appetite to de-risk business and prevent frauds
- Cultivates strategic partnerships with key stakeholders like PE, Real estate advisory companies, real estate consultancies , banks, Chartered Accountants and other NBFCs , ex- bankers, etc in the real estate sector in order to generate business leads and expand business penetration
- Increases market share and grows book size through the acquisition of direct clients, optimizing costs of operation for the business
- Manages the loan portfolio to ensure optimal product mix and fee structures
- Analyzes business potential within ABG Group companies
- To partner with other BANKS/ NBFC for risk participation and other information which provides market insights.
- To promote cross-sell / up sell of group financial product offerings and utilize them as value added service differentiators presented to prospective clients.
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Deal Structuring, Documentation & Closure
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- Structures deals in line with internal risk parameters, sales objectives and customer requirements
- Understands risk parameters associated with project and developer and flags off discrepancies to RSM/ ARSM as appropriate
- Manages interactions with credit risk team to ensure deal closure in optimal manner for all stakeholders involved
- Ensures closure of deal documentation and credit administration requirements, including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements
- Negotiates deal terms for closure of deal with client
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Customer Servicing & Relationship Management
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- Coordinates with risk and operations teams to set up robust, customer friendly loan approval and booking processes
- Recommends improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring complaint operations
- Ensures customer queries/ complaints are addressed in a timely and effective manner and coordinates personally to expedite the same
- Leverages close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs
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Sales
Operations &
Internal
Compliance
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- Understands and ensures all company policies & procedures are followed through the entire sales cycle and ensures compliance of the same
- Follows the standardized sales process and documentation norms for quick and compliant closure of client’s request
- Adheres to Risk and credit lending norms in referring loans for new customers and extending loans for current customer set
- Monitors and supports the recovery of NPAs from relevant customers
- Coordinates with market intermediaries like banks & distributors for smooth operations
- Ensures the Legal and technical completion of each case as per company and regulatory norms
- Shares policy inputs and updates based on market intelligence of the region/ market dynamics.
- Identifies, proactively flags off and monitors delinquent cases closely and makes efforts towards collection of the dues.
- Monitors Non-Starter cases and makes subsequent effort for the recovery of the dues and regular payments from case
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Sales MIS &
Reporting
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- Shares detailed periodic activity & sales reports with the RSM/ ARSM and Business Analyst- Mortgages
- Ensures updation of various MIS related to the status of the cases and related actions.
- Monitors PDD’s and ensures collection and submission
- Carries out Approved Project Funding (APF) and Approved Disbursement Funding (ADF) activities for faster and smoother penetration in the segment, and keep a close checks on the same w.r.t the project progress and other details.
- Leverages sales MIS to track own progress against targets on Book size, NII and PF
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