Sector Lead

2 weeks ago

Mumbai, India Kotak Mahindra Bank Full time

Role name: Sector Lead , Self Employed & Business Banking Propositions

Location: Goregaon, Mumbai


Job Purpose:

  • Proposition Ownership for segment managing P&L, book size
  • Drive team for Building Propositions and liase with Channel to increase penetration of the proposition. Ensuring Best in Class Propositions are built across the segment to attract customers and increase usage of products by customer
  • The core philosophy of the "Proposition" model is Customer-in vs Product-out. As the bank scales in multiple areas, a key component of the growth path is to gain disproportionate share of mind and wallet of the business banking segments though the right segmental propositions.


Key Accountabilities / Responsibilities

Manage P&L and Identification of growth opportunities:

  • Managing P&L of the Overall Proposition Segment
  • The key deliverables will to have a deep insightful understanding of the customer needs, use the insights to build a world-class proposition for these segments
  • Execute the propositions through the right distribution models (Physical, Digital, Voice), keep evolving and improving portfolio metrics, create Segment WOW, ensure significant share of bank business & portfolio growth comes from these segments & manage the P&L of these segments
  • Obsess about the customer & creating the best-in-class proposition & subsequent experience for them. Must come from a background of developing products and scaling them up


Customer Service:

  • Manage and lead all aspects of proposition programs, implementation and delivery processes, customer journey and modifications
  • Understanding customer life cycle and commercialize the right proposition to the client for deeper wallet and cross sell.
  • Developing client segment-based proposition that encompasses complete ecosystem including employees, promoters, family, Individual/Proprietary Firm, Private/Public Limited Co, Supply Chain, business firms and other shareholders of the company
  • Need to have the mindset looking for real problems consumers face and building iterative solutions and prototypes to solve those consumer problems meaningfully. Own customer research, acquisition and work closely with product and distribution teams to actualize and execute the proposition. To do this they will need to understand growth hacking, Performance marketing and be good at Customer analytics


Stakeholder and Channel Management:

  • Channel management, development and activations of branches, DSA and intermediaries’ identification and appointment with effective controls. Activation of channels – Privy, Branches and Wealth. Benchmark and adopt best practices used in the Industry to further build efficiency at the region.
  • Constantly share rapport with the operating units to customize and develop solutions.
  • This role includes deep insights of customer’s stated / unstated needs and creating evergreen propositions to support the cycle of existing portfolio.
  • Relationship Building and work closely with various distribution channels and various customer interfacing journeys including Physical / Video / Voice / Digital etc.
  • Ensure customer solutions and offers are proposition led based on customer needs leveraging all available products offerings across wealth, assets and liabilities coupled with a level of service superior to competitors and create differentiators
  • Stitching together all banking and non-banking products, encompasses Current Account, Saving Account, Forex, Trade, CMS, Promoter’s and Personal Investment, Transactional Banking, Protection and cross border remittances


Branding:

  • This role includes deep insights of customer’s stated / unstated needs and creating evergreen propositions to support the cycle of existing portfolio.
  • Marketing & communication strategy to promote bank’s offerings with well-defined execution plan
  • Brand building with respect to the positioning of business banking in Kotak


Relationship management with customers:

  • Focus on the various Touchpoints with the customer
  • Focuses on the Pricing of the Bundled Proposition with respective Product Team
  • Frequent customer interactions required in this role to understand customer needs and align the proposition with respect to needs


Digital:

  • Demonstrated how use of tech and digital has helped him/ her create real meaningful product and journeys to solve consumer problems and delight consumers. Ideally with experience from the Fintech industry hence with demonstrable experience of the intersection between product and tech. We want to deliver the proposition digitally. To do this, the proposition leads will need to define not just proposition but also invent new products (through product teams) that are designed for digital consumption


Managing Legal risk:

  • Understanding of the Legalities in Building propositions and ensuring all risks are mitigated proactively. Strong acumen of possible legal complexities and guidance on the same. Effective coordination with various stakeholders for compliance.
  • Evaluate risk when business decisions are made, demonstrating particular consideration for the bank’s reputation, it’s business and assets, by driving compliance with applicable laws, rules and regulations


Team Development:

  • Planning and budgeting manpower, hiring and grooming talent from the market and managing overall growth.
  • To inculcate in team members understanding of Building propositions and liaising with other stakeholders to help build effective Proposition


Candidate Specification:

  • A seasoned professional from foreign banks /fintech / top Indian banks
  • Must have a deep domain expertise in product portfolio of Assets & Liabilities
  • Age group 35-40 yrs.
  • Candidate should have a pedigree from premier institute Master’s degree from Premier Institute
  • Over 13 years’ experience in product management, preferably in formulating proposition strategies and/or managing value proposition portfolios
  • Outstanding analytical and quantitative capabilities
  • Critical thinking; thinks outside the box and above and beyond conventional wisdom
  • Collaborative work style; effectively interacts with partners across organizational boundaries/hierarchies
  • Displays a leadership presence; commands respect and will earn trust of senior leaders
  • Multi-tasks productively and reliably, while managing conflicting priorities
  • Ability to delegate and nurture team members on multi skilled scopes in their roles.
  • Experience in managing a team (min 4 yrs.)

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