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 business

Duties 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

1. 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 guidelines

Required 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