Regional Sales Head SME Insti Delhi

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