Required Skills & Competencies
The Mid Market and Supply Chain function is responsible for financing the short-term, medium-term,
and long-term working capital and supply chain needs of SMEs through a suite of customized
products with varied tenures.
The key business metrics for success include loan book size, profitability, and a zero-tolerance
approach to delinquency.
A strong understanding of business finance, loan structuring techniques, and credit administration is
essential to building credibility with customers and gaining a competitive edge.
Deep knowledge of local market dynamics—including specific occupations/trades, industries, and
local financial and investment preferences—is critical for structuring loans effectively and identifying
new business opportunities.
Expand market share in targeted locations and outpace competition.
Continuously upgrade financial acumen, including knowledge of loan structuring methods and
business financials, to build trust and credibility with customers.
Stay informed about recent market trends and evolving local market preferences to align with
customer needs.
Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize
the risk of non-performing assets (NPAs).
Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client
relationships, and monitoring collateral to ensure the complete safety of the financing.
Key Responsibilities:
1. Sales Growth
Achieve sales targets through the following actions:
Drive pipeline funnel to achieve book size and market share.
Monitor local market trends and competitive offerings, identifying opportunities for business
expansion in the region.
Ensure minimal client attrition through strong client engagement activities.
Regularly engage with investment bankers, chartered accountants, and brokers to source new
business.
Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for
collection dues.
Track key accounts in the portfolio for business health and early warning signs of NPAs.
2. Client Acquisition & Relationship Management
Acquisition of new clients by identifying potential leads and conversion strategies.
Increase area business volume through strong cross-selling initiatives and innovative product
offerings.
Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration
with Credit Analysts.
Utilize technology to improve operational efficiencies and responsiveness in customer service,
ensuring retention of existing customers.
3. Disbursal - Timely Loan Disbursement with Proper Documentation
Coordinating with internal stakeholders to process loan applications.
Responding to queries from internal teams to ensure timely and accurate disbursal.
Completing transactions with customers with the appropriate documentation.
4. Market Intelligence
Gather market intelligence on competitive strategies, policies, and processes regularly.
Share the collected market intelligence with the Area Sales Manager to adjust business tactics
accordingly.
5. Portfolio Quality & Profitability
Track overdue accounts daily for the business and ensure timely collections.
Intervene to ensure collection on initial overdue accounts in a timely manner.
Ensure profitability by applying appropriate pricing strategies and processing fees.
Implement cost management initiatives on a timely and accurate basis.
6. Organization Process Efficiency
Adhere to all processes for both pre and post-sourcing activities.
Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational
performance.
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