Area Business Manager - SBE-Small Business Enterprise-Sales

Kotak Mahindra Bank; Chennai District; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Kotak Mahindra Bank in Chennai seeks an Area Business Manager - Small Business to lead a team of RMs at the area level and drive both new client acquisition and portfolio growth.

The role focuses on delivering working capital and business loan solutions up to Rs 100 lacs, building CFO-level relationships, expanding the trade book, and driving digital adoption at the location.

Qualifications

• Experience leading a team of RMs or BMs at area level.
• Ability to drive new client acquisition and manage existing portfolios.

Responsibilities

• To drive a team of Business and/or Portfolio RMs at Area level.
• To manage a team who can drive New Client Acquisition and/or manage, maintain and enhance assigned portfolio of existing customers.
• Provide working capital and business loan solutions up to Rs. 100 lacs across fund/non-fund based products.
• Drive team for new acquisition through Branch Banking and/or Customer referrals.
• Build relationships with CFOs/promoters in target segments.
• Increase Book size, SOH and profitability of the location.
• Mentor team to achieve performance levels (RM productivity).
• Resolve location-level concerns and ensure timely processes.
• Channel Management viz RL, Privy, Wealth etc.
• Drive adoption of digital initiatives at location level.
• Ensure right sourcing at the location and expand market reach.
• Deepen market reach through trade meetings and local associations.
• Strengthen trade book with importers/exporters.
• Monitor competition and augment Kotak brand presence.
• Drive high caliber client service from the team.
• Manage TAT for onboarding, processing, renewals.
• Improve efficiency by process improvements.
• Adopt best practices to build location efficiency.
• Collaborate with operating units to tailor solutions.
• Mitigate and actively manage risks.
• Ensure hygiene parameters like delinquency and churn are met.

Skills

Leadership & Team Management

New Client Acquisition

Relationship Building

Channel Management

Digital Initiatives Adoption

Trade & Industry Networking

Credit & Cash Flow Understanding

Job description

Job Description:

Area Business Manager - Small Business

Job Role

• To drive a team of Business and/or Portfolio RMs at Area level


• To manage a team who can drive New Client Acquisition and/or manage, maintain and enhance assigned portfolio of existing customers


• To understand client’s business & provide appropriate working capital and business loan solutions across fund/ non-fund based products like Cash Credit, Demand Loan, BG etc. up to limit of Rs. 100 lacs


• Drive team for new acquisition through Branch Banking and/or Customer referrals


• To build relationships with key persons (CFOs/ promoters) in the target segments & build client trust & confidence.


• Focus to continually increase the Book size, SOH and profitability of the Location


• To inculcate in team members understanding of client business models, trade related activities, cash flows etc. and drive identification of opportunities and growing client relationships.


• Grooming and mentoring team members so that they achieve their desired performance levels (RM productivity)


• Resolving/Addressing location level concerns


• Channel Management viz RL, Privy, Wealth etc


• Drive adoption of various digital initiatives at location level


• To ensure right sourcing is being done at the location


• Deepen our market reach through trade meeting, industry associations, local forums etc.


• Enhance X-sell opportunities such as KLI, KGI, CMS etc


• Strengthen and build sustainable trade book with healthy mix of importers and exporters at location level


• To be alert on competitive elements in the target segments (viz. other banks etc.) & Augment the presence and penetration of the Kotak brand in the target market


• Drive high caliber client service from the Team


• Manage TAT for the location within specified levels for all aspects such as client onboarding, processing of customer requests, renewals etc


• Improve efficiency by monitoring & overseeing continuous improvement of processes.


• Benchmark and adopt best practices used in the Industry to further build efficiency at the location


• Constantly share rapport with the operating units to customize and develop solutions


• Mitigate risks and manage them actively


• Ensure hygiene parameters such delinquency, churn, utilization etc are met at location

Requirements: