Individual Relationship Officer

Job Description

Job TitleIndividual Relationship Officer MortgageFunction / DepartmentRuralDepartment HeadBusiness HeadReporting ManagerUnit Manager

Purpose of the Job:

Contribute to the growth of mortgage business by sourcing new customers majorly by own sourcing and through DSAs, complemented by the quality of sourcing reflected in delinquency and run-offs. Part of the role also demands him to contribute to the revenue by doing LI.

Describe the KPIs against each perspective

PerspectiveKey Performance IndicatorsBusiness and Financial Management- Delivery in Volume

- Percentage payout to channel as required

- Insurance Achievement

- DelinquencyCustomer Focus- Possession of database of salaried and self employed customers.

- Portfolio Management

- Attending customer queries & resolution in TAT.

- cases where PDD is incomplete.People / Team- Actively co-ordinate with the Risk and Legal team to ensure closure in documentation.

- Co-ordinate with the Unit Manager / CBM to ensure closure on disbursal.

- Ensure all exceptions raised are cleared within the TAT.Process / Quality Improvement- Adherance to process and Quality manifested in a Login to Conversion ratio of 60%

- rejects due to non-adherence in providing documents while logging in.

SCOPE & DISCRETION (Span of control)

Total no. of employees supervised with details

GradeO1 to 04M1 to M3SM1 to SM3Nos.NANANA

Total :

Sr. No.Direct Reportees

(functional title/role title)Indicate brief job purpose1NA 2NA

Self deliverables

The most important tasks performed on an individual basis without involving subordinates are

Sr. NoTask performed1Awareness of the local land legal constituents2Contacts with the local DSAs where ever required and supervision of the same.3Possess database of all the schools, colleges, industries and potential bases for salaried business.4Create Awareness in the market through direct or indirect marketing activities5Tracks competition in terms of rates, proposals and policy.6Gathering and building on references.7Is constantly monitoring the quality of the portfolio and performance.8Provide solutions to issues faced and thoughts which can lead to more business generation9Ensure payouts to DSAs are on-time and audited10Ensures visits to DSAs are regularly undertaken and reviews done.11Has a productive pipeline.12Builds and maintains a steady relationship with customers.13Attract DSAs which do business for other competitors14Weeding out of unproductive DSAs. 15Ensure Login to conversion ratio is maintained at 60%16Ensuring 100% of the proposals are given LI17Have a concrete understanding of the Mortgage policy in terms of documents required, process to be followed.18Ensure all the cases are legally cleared before disbursing the case.19Ensure delinquency is within the norms and provide adequate support to the collection team as and when the need arises.20Ensure delivery is spaced out through the month rather than accumulation towards month end.21Ensure all the documents are given at the time of login to help risk in taking a decision on the case22Pre-screening of documents before login.23Presenting cases for rate waivers and following on approvals24Ensure rejection percentage is below the threshold set.25Where required provide for re-look of rejected cases26Liaises with the risk team to do PD in every case 27Meets atleast 3 new customers everyday.

Degree Influenced

Geography : With the Location

Departments:

Challenge

Challenge on working relationships, both internal & external contacts

Sr. NoMost frequent contactsNature or purpose1Businesses/Business marketing 2Risk Team 3Legal Team 4 5 6

Peer

Sr.NoPeer

(functional title/role title)Indicate brief job purpose1IRO 2GCO 3TO

Other factors relevant to the job

Other aspects of the job not covered by the above but necessary to have a full understanding of it are: (add additional sheets if required)

Sr. NoOther relevant factors (Required Skills)1Achievement Orientation2Commitment3Conscientiousness4Legal Understanding5Product understanding6Ability to present a case basis the policy7DSA Management

Expertise required/ Domain Knowledge:

a) Having handled DSAs before

b) Understanding of Mortgage business

c) Knowledge of local market conditions

d) Competitor knowledge

e) Knowledge of DSAs servicing the different financial institutions.

f) Fundamental legal documentation understanding.

No. of years of relevant experience: 4yrs to 5yrs

Any specific specialization/education:Graduate