Business Head

Business Head-MSME

Corporate 1100-Corporate Office, Bangalore, Karnataka, India

• POSITION DESCRIPTION

• ROLE PURPOSE & OBJECTIVE
  
  

• The primary role of Business Head is planning, developing, and implementing the strategies, policies, objectives and activities of the MSME Loan business to ensure achievement of the objectives of business levels and profitability.
• To build, engage teams for driving for compliant, profitable business and built quality portfolio.
• Focus on profitability, growth and managing the business in a risk mitigated environment in accordance with the strategy and guidelines approved by the board.
  
  

• SIZE OF THE ROLE
  
  

• • Portfolio Size of Rs 2,500 – 10,000 Crs.
  • Monthly Disbursement - Rs 150-500 Crs.
  • Contributing up to 50% of bank retail asset book
  • Contributing in branch profitability in almost 70-75% bank branches
  • Ensuring ROA in range of 1.5 – 2.5%
  Cost to income below 55% level

• Clientele of some 10-50 K
• NPA below 2%
• Both Fund based and non-Fund based products
• Product Suites of CC, OD, TL, LAP, Supply Chain, LARR, CGTMSE, BG, LC, Bill Discounting, FX Limits (EPC, PCFC, FBD, FBP, FBN)
• Team Size of some 300-1000
• Digitalization for more than 50% of processes
• Multilevel vendors onboarding along with multilevel fintech partnerships
  

• KEY DUTIES & RESPONSIBILITIES OF THE ROLE
  
  

• Identify and formulate policies & products that cater to the target customer segments

• Develop annual budgets for the company (for housing loans) and ensuring that the same is implemented as approved

• Responsible for monitoring cost of acquisition & revenues

• Study the market and economic climate to target and improvement in market share

• Partner with Marketing and Digital Marketing teams to design campaigns, initiatives that will help the liability business create brand awareness and drive business.
• Launch and implement new products as per business strategy

• Exploring new channels/ partner relationship for business acquisition

• Ensure achievement of the portfolio growth & profitability (Numbers, Yield and profitability) in line with budgets
  
  

• Monitor service index and put in place various service delivery frameworks to deliver best in best-in-class customer service for all customer segments in Liabilities vertical
• Monitor Portfolio retention and cross sell & up sell product to the existing customers
• Roll out various mechanisms in partnership with the Customer Experience team to collate feedback from customers with respect to turn around times, courteous sales behavior and enhancement of products
• Liaise with IT for solutions related to system design and integration to ensure seamless support to branches and ensuring efficient customer service.
• Provide management with comprehensive information about sales, costs, risks and profitability
  
  

• Regular competition benchmarking to stay in line with industry practices
• Track & maintain the portfolio health – Quality underwriting & efficient collection management
• Meet or improve target level delinquencies and “days past due”
• Operational Efficiency -Automation of process for cost advantage & enhanced service levels
• Design measure to minimize adverse audit remarks & adhere to regulatory compliance at all times.
• Advice and rewrite practices in process prevalent with other organizations with similar lines of business
• Respond to all audit and compliance queries on time and educate team on gaps
• Identify and analyze bottlenecks in process and rejuvenate the customer journey
  
  

• Attract and develop talent in a culture of high performance and strive to retain existing talent
• Promote and create an environment of healthy competition, transparency and have a process promoting meritocracy and performance through regular rewards and recognition programs
• Ensure that the senior supervisory lines are provided coaching in liaison with Human resources
• Monitor the knowledge levels and identify skills gaps of the team and put in place a continuous training program to update their knowledge and skills.
• Identify sensitive roles and create back-ups to ensure uninterrupted operations
• Supervise the performance of employees and conduct their annual performance appraisal. As a skip level supervisor oversee the performance of second level managers, identify their training and development needs.
• Identify various areas to improve efficiencies in the department and engage technology solution to improve productivity especially in transactional/human intensive job areas
• Build powerful networks with various industry bodies to imbibe and share best practices
  
  

• MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS
  
  

• CA/MBA or relevant experience with in-depth knowledge of Working capital & Term Lending Business.
• Person should have experience of wider geography, national role, product and process development etc. in desired field
  
  

• 15-20 years of experience in Bank /NBFC/SFBs
• 7-10 years driving business in a leadership role
  
  

• NA
  
  

• In depth knowledge of both Secured and Unsecured lending
• Good understanding of market & competitive land scape for MSEs
• Experience of setting up new business, building up teams
• Exposure to regulatory aspects of MSE –RBI Guidelines
  
  

• Problem Solving attitude
• Organized & result oriented
• Excellent communication skills
• Excellent people management & interpersonal skills
• Good analytical & presentation skills
• Managing Change
  
  

• Cultivating Networks and Partnerships
• Strategic Influence
• Coaching and Developing Others
• Driving Execution
• Sharing Responsibility
• Entrepreneurship
• Building Organizational Talent
  
  

• KEY INTERACTIONS
  

• Heads of all Business, Control and Support Functions
• Board
• MD and CEO
  
  

• Fintech companies and Corporate DSAs for developing sourcing channel for business
• Senior Members of Govt Agencies dealing in MSME
• External Auditors
• Media Partners and Investors
• Peer Networks
• Customers