Zonal Manager

Job Purpose
"This position is open with Bajaj Finance ltd."
Identify and convert new clients through direct and indirect channels, build and manage client relationships for retention, references, increase in AR and cross sell, enabling increase in share of wallet & revenues for loan against securities businessDuties and Responsibilities
1. Sales planning and review
 Participate in AOP and LRS exercises to develop the respective zone
 Cascade annual, quarterly, and monthly AOP targets to sales team, provide inputs and develop action plans to meet defined sales target
 Monitor month-on-month achievement of sales targets, track deviations and provide inputs on course
2. Business development
 Identify potential HNI clients through referral networks, prepare, update and review the list of potential customers to add clients to the customer funnel
 Approach the prospect client, analyze competition with the customer, seek appointment to identify customer needs, assess risk appetite and provide appropriate investment options
 Conduct background check of the clients to ensure identification (and rejection) of clients involved in money laundering and black-listed by the company
 Follow up with the credit and risk team to obtain timely approvals and sanction of the loans for the clients
 Devise strategies to retain the customers and cross sell products and services to meet business objectives
3. Client and broker relationship management
 Identify needs of HNI / Retail clients, assess their risk appetite and provide them investment options
 Interact with customer to understand the end use for the loan to ascertain the duration of loan and pattern of repayment
 Execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly calls and meetings
 Seek appointment with prospect clients to present the value proposition (such as issue of sanction letter within 24 hours) and convert new clients
 Network with brokers in the share market, convert the broker into a client and penetrate into the brokers client list
4. IRR management
 Make decisions around the base rate to be offered in their zone to generate profitable NII
 Communicate the interest change to own team of Relationship Managers to further communicate to clients and influence clients for continuing the relationship
5. Team development
 Motivate the team through an appropriately linking incentive structure to sales target achievement
 Participate in recruitment process to identify the right talent
 Establish individual performance expectations and regularly review individual performance of the team
 Identify career growth plans and create development opportunities for team members to enhance functional knowledge and motivation

4.  MAJOR CHALLENGES
(Challenges faced on an on-going basis in carrying out the job)
 Heavy market dependency leads to many fluctuations in business numbers
 Adapting continuously to ensure compliance with changing regulatory framework
 Convincing the clients to deposit the TDS and pay interest within the defined timeframe as per RBI guidelinesRequired Qualifications and Experience
AND KNOWLEDGE
(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Educational Qualifications
a) Qualifications
 Post-graduation, MBA is an advantage
 Strong knowledge and insight into capital markets
b) Work Experience
 Minimum 8 years of experience
 Experience in equity and wealth management, and knowledge of broking fraternity
 Prior experience with channel partner management, relationship management and cross-selling
 Strong sales background
 Should have excellent communication skills along with strong presentation skills.
 Excellent Team Management & Interpersonal Skills.
 Exceptionally high motivational levels and need to be a self - starter

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