Area Business Manager

Area Business Manager-Working Capital

Multiple locations

• POSITION DESCRIPTION

• ROLE PURPOSE & OBJECTIVE
  
  

• This is an important position that will drive this business in the respective cluster. The position is responsible for overall growth and success of the Working Capital business in the cluster.
• In coordination with the branch, credit & product teams, identifies suitable branches and locations for MSME business and gets the locations activated. Ensures proper goal setting, resource planning, marketing and sourcing of MSME business. Identifying legal and technical evaluators in the locations during expansion.
• Build efficient team of Relationship Managers in the Branches assigned.
• Oversee the performance of the MSME Working Capital portfolio of his/her cluster and branch in terms of growth (amount and client base) and productivity of RMs by guiding them and carrying out constructive reviews of their performance
• Overall responsible for the control of portfolio in his/her cluster, risk assessment and recovery strategies.
• Self / DSA / Branch sourcing to meet his/her targets
• Work closely with product and marketing team to drive suitable branding and marketing activities in his/her respective cluster.
  
  

• SIZE OF THE ROLE
  
  

• Monthly Business volume as per the business target. Mapping of 3 – 4 RMs, with monthly Fresh Limit set-up of around 3 – 5 Cr

• Timely Interest serving, Regular Churning to prevent Delinquency

• Timely Renewal of existing customers, managing 60 – 100 customers
  
  

• Coordination with Credit Manager for case approval and CAD and Operations for case disbursement.
• Maintains Daily sales report and review for the Team.
• Maintains DSA tracker for DSA performance monitoring and review
  
  

• KEY DUTIES & RESPONSIBILITIES OF THE ROLE
  
  

• Business/ Financials
  

• Daily/ Weekly /Monthly monitoring of the accomplishment of targets according to the annual/monthly targets established for the cluster and branches under his/her responsibility to provide guidance and solutions to his/her team as required
• Assign targets and results on daily, weekly, monthly basis of portfolio of risk by different categories such as days in arrears, number of installment due, amount within his/her Cluster by branch, relationship manager with the objective to identify tendencies and risks.
• Supports Relationship manager- in his/her area in their duties of client visits, risk assessment and recovery strategies
• Efficient staffing by timely recruitment & training
• Implement, supervise and control effectiveness of commercial strategy with his/her team to reach the productivity and growth targets established.
• Approve deviations and exceptions according to policy in place.
  
  

• Customer (Both Internal & External)
  
  

• Ensure customers are educated about all products/services offered by Ujjivan.
• Ensure lower customer attrition by providing different products as per customer requirement.
• Focus on lower TAT as per laid down standards.
  

• Internal Process
  
  

• Ensure compliance with lending guidelines, quality framework and audit requirements; ensure speedy resolution of any audit observations and take necessary steps to prevent recurrence audit and other regulations.
• Monitor health of portfolio
• Ensure, supervise the correct implementation of the credit procedures including all the respective tools
• Discuss strategies and changes in terms of products, capacity building, procedures etc.
  
  

• Innovation & Learning
  
  

• Ensure that all members of his team are up to date on all relevant circulars and all products/services offered in the Branch
• Evaluate the staff competences in terms of promotion, business assessment and credit risk assessment capacity and propose solutions for improvement
• Ensure adherence to training man-days/ mandatory training programs for self and reportees
• Ensure goal-setting, mid-year review and annual appraisal process within specified timelines for self and reportees
• Monitor performance of staff against defined goals/metrics and take corrective action wherever required; undertake disciplinary and attendance monitoring of the team.
  
  

• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
  
  

• An MBA or equivalent / CA with 4-6 Year experience. In case of other Graduate, 8-10 year overall experience with 5 years relevant experience
  
  

• 4–8 year experience in sales and documentation of loans of which at least 3 years in MSME Working Capital business - OD/CC/WCTL/BG. Mixed experience of Sales & Credit is acceptable, but should be predominantly in sales
  
  

• Relevant certifications shall be an added advantage. This is Non-mandatory
  
  

• Ability to create teams and drive sales performance. Will be required to take complete ownership of the business at Cluster level.
• Ability to engage with customers, Plan & execute Marketing and Sales promotion
• Ability to speak and read regional language(s)- is desirable. Ability to communicate in English (Read-speak-write) is required. Has good verbal fluency and uses simple, clear and purposeful language.
  
  

• Product knowledge
• Training Skills
• Willingness to travel & relocation as per business requirements and career opportunities
• Managing customer relations
• Performance oriented
  
  

• Good Computer Knowledge
• Competent to handle MIS systems and Lending Software
  
  

• KEY INTERACTIONS
  

• Product and Marketing Team
• Regional Operations, Credit
• Audit, Vigilance and FCU team
• Area Technical Manager
  
  

• Legal Vendors
• External marketing agencies
• Competitor Counterparts