Premium Acquisition Manager

Role Description

Designation: Premium Acquisition Manager

Grade: Assistant Manager / Deputy Manager

Legal Entity: Equitas Small Finance Bank

Business Unit: Retail Banking

Division: Branch Banking

Department: LiabilitySales

Travel required: Yes

Level of travel: Extensive

Level: Individual

Job Dimension

Reporting To

Location Head

Direct Reports

0

Indirect Reports

0

Geographic spread

Branch Office

Purpose of the role:

To acquire HNI/Affluent New To Bank liabilities relationships (Saving Accounts / Current Accounts / Deposits) and build stable balances through customer onboarding.

Key Responsibilities:

Identify potential catchment areas to acquire HNI/Affluent liabilities customers for Equitas Bank.

To do marketing activities and generate leads for acquiring HNI/Affluent customers.

Build a database of customer leads through references.

Schedule meetings with potential HNI/Affluent liabilities customers and understand their requirement; thereafter presenting them with the most suitable products and explaining the features/benefits.

Communicate clearly to customers on the requirements for various types of products services documents to be provided to the bank.

Also clearly explain the customer on required balances/deposits to be maintained to avail various products and services.

Ensure that all customer documents are verified with originals and are handled with care and confidentiality.

Complete all account opening related processes accurately so that the customer experience is enhanced and forms the foundation of a long relationship with the bank.

Maintain continuous communication with customers on the status of their account opening process.

Frequently communicate with newly signed up customers and assist them with additional products and services based on their requirements – for example relevant loan products investment products etc.

Build reference network from newly signed up customers for potential leads.

Regularly update Daily Sales Reports and discuss on the plans action items progress with the supervisor

Indicative Tasks

Competencies

Business Perspective

Responsible for CASA NTB numbers

Market Intelligence

Planning

Result Orientation

Responsible for CASA Value

Responsible for HI/GI/LI premium numbers and values

Responsible for FD/RD numbers and values

Open Family accounts & take references from existing customer to grow Liabilities book

Process Perspective

Ensure NIL deviations in Audit/KYC/AML/compliance norms

Analytical Skills
Execution Excellence

Collaboration

Track and ensure quality customer acquisition

Participate in audit monitor the scores and close action points and concerns

Liaising with branch operations and CPCL for timely account opening service enhancements and sales initiatives.

Customer Perspective

Build manage and promote relationship with existing/old customers to generate new business and to solicit referrals

Building Relationship

Selling Skills

Ensure continuous generation of business through efficient relationship management

Conduct period meeting with key clients to manage and grow business.

Effectively handle customer complaints if any

Learning & Growth Perspective

Work with Branch to set targets considering market conditions potential and past performance

Collaboration

Ensure to complete all assigned training modules on time

Identify selftraining needs for sales functional or procedural & ensure to complete assigned L&D Trainings

Key Results Area

KRA

KEY PERFORMANCE INDICATOR

CASA NTB High Value Accounts

% of Achievement (Target vs Actual)

CASA Value AMB

% of Achievement (Target vs Actual)

HI/GI/LI Premium

% of Achievement (Target vs Actual)

Retail TD

% of Achievement (Target vs Actual)

To ensure nil deviations in Audit/KYC/AML/Compliance norms

As per report

Grow balances in CASA/TDfrom acquired customers at M0/M1/M2 stage and YTD

As per report

No of New Customer Meetings per day (Min 7)

As per report

Undergone the requisite training programs and certifications

As per requirement

All setup account needs to be funded for requisite IP

As per requirement

Desired Experience& Qualification:

Graduate with 1 to 4 years of experience in liabilities customer acquisition preferably in HNI/Affluent customer acquisition.

Good communication sales and negotiation skills

Must have good knowledge of the local and surrounding markets in the area.

Must have good knowledge on products and services offered to HNI/Affluent customers.