JOB DESCRIPTION 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
Sales planning and review
Participate in AOP and LRS exercises to develop the respective zone.
- Cascade annual, quarterly, and monthly AOP targets to the sales team, provide inputs and develop action plans to meet defined sales targets.
- Monitor month-on-month achievement of sales targets, track deviations and provide inputs on course.
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 checks 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.Client and broker relationship management
Identify needs of HNI / Retail clients, assess their risk appetite and provide them investment options.
Interact with customers to understand the end use for the loan to ascertain the duration of the 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 appointments with prospect clients to present the value proposition (such as issuing sanction letters 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.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.Team development
Motivate the team through appropriately linking incentive structure to sales target achievement.
Participate in recruitment processes 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.Major Challenges
Challenges faced on an ongoing 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 Educational Qualifications
Qualifications
Post-graduation, MBA is an advantage.
Strong knowledge and insight into capital markets.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.Basic Section
Job Level : GB07Job Title : Zonal Manager - LAS, LAS, SalesJob LocationCountry : India
State : DELHIRegion : NorthCity : New DelhiLocation Name : Delhi - PitampuraTier : Megapolis