Cluster Sales Head

Direct Client Acquisition & Sales Achievement 

1. 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
2. Conducts advanced financial due diligence on client potential and credit appetite  to de-risk business and prevent frauds
3. 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
4. Increases market share and grows book size through the acquisition of direct clients, optimizing costs of operation for the business
5. Manages the loan portfolio to ensure optimal product mix and fee structures 
6. Analyzes business potential within ABG Group companies 
7. To partner with other BANKS/ NBFC for risk participation and other information which provides market insights.
8. To promote cross-sell / up sell of group financial product offerings and utilize them as value added service differentiators presented to prospective clients. 

Deal Structuring, Documentation & Closure

1. Structures deals in line with internal risk parameters, sales objectives and customer requirements
2. Understands risk parameters associated with project and developer and flags off discrepancies to RSM/ ARSM as appropriate
3. Manages interactions with credit risk team to ensure deal closure in optimal manner for all stakeholders involved
4. 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
5. Negotiates deal terms for closure of deal with client

Customer Servicing & Relationship Management

• 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

Sales 

Operations & 

Internal 

Compliance

1. Understands and ensures all company policies & procedures are followed through the entire sales cycle and ensures compliance  of the same
2. Follows the standardized sales process and documentation norms for quick and compliant closure of client’s request
3. Adheres to Risk and credit lending norms in referring loans for new customers and extending loans for current customer set
4. Monitors and supports the recovery of NPAs from relevant customers
5. Coordinates with market intermediaries like banks & distributors for smooth operations
6. Ensures the Legal and technical completion of each case as per company and regulatory norms
7. Shares policy inputs and updates based on market intelligence of the region/ market dynamics.
8. Identifies, proactively flags off and monitors delinquent cases closely and makes efforts towards collection of the dues.
9. Monitors Non-Starter cases and makes subsequent effort for the recovery of the dues and regular payments from case

Sales MIS & 

Reporting

• 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