Area Head-FI and GB Liabilities- South

Ujjivan Small Finance Bank; Velachery; On-site; INR 2,400,000 - 4,200,000; Full time

Job summary

Ujjivan Small Finance Bank seeks an Area Head-FI and GB Liabilities to lead FIGB Liabilities from the RO territory. You will drive funding, manage a large client portfolio including PSUs and banks, and cross-sell payments and cash management services to enhance CASA and overall liquidity.

The role requires 6-12 years total experience, with 2-3 years in front-end institutional/FIG & Govt segments; MBA Marketing or equivalent is preferred. Local travel and strong relationship skills are essential.

Qualifications

• Post Graduate in any stream, MBA Marketing or similar course preferable.
• Total work experience of 6-12 years, including 2-3 years in front ending institutional business/FIG & Govt segment clients.
• MBA Marketing or similar course preferred.

Responsibilities

• Source CDs, Term Money, FDRs and CASA from onboarding new clients and cross-sell FIGB products.
• Drive funding requirements and growth with cross-sell of payment gateway, CMS and related solutions.
• Empanelment with FIG & Government segment clients and maintain relations with senior officials.

Skills

Sales & distribution

Negotiation skills

Leadership

People Management

Relationship management

Market awareness

Strategic thinking

Analytics

Communication skills

Education

MBA Marketing

Post Graduate

Tools

KYC

Compliance

Basic Banking

Job description

POSITION DESCRIPTION

JOB TITLE : Area Head-FI and GB Liabilities

GRADE : AVP-I

DEPARTMENT : FIGB

LOCATION : RO

SUB-DEPARTMENT : Liabilities

TYPE OF POSITION : Full-time

REPORTS TO : Regional Head FIG -Liabilities/CBH

REPORTING INTO

NA

ROLE PURPOSE & OBJECTIVE

• Position will manage FIGB Liabilities and drive business budgets for FIGB Liabilities from various Banks- PSU, Private, SFBs, Payment banks, Capital/Commodity Market entities/NBFCs/Government departments/bodies/PSU clients/Boards/Corporations etc. based at allocated territory.
• Maintain relationship and follow up with clients for setting up of limit, enhancement of limits and other business opportunities available.
• Source CDs, Term Money, FDRs and CASA as per requirement of bank and play significant role of fund sourcing from territory withing overall funding requirement of the Bank.
• Apart from driving Funding requirements in the form of FD/CD/TM etc. the position will be driving FIG, Corporate & Government Business along with cross sell of products such as Payment Gateway, Cash Management Services, payment and collection solutions, PFMS Solutions etc. to increase cash flow routings and CASA growth.

SIZE OF THE ROLE

FINANCIAL SIZE

NON-FINANCIAL SIZE

• The deposit target of Rs 250-750 crores from the client segment including existing portfolio as per territory potential.
• Minimum 1 State to 2 State coverage of all institutional clients to be managed
• CASA size of 5-15 Crore Average
• On boarding 10-15 Large clients every year
• Meeting all clients regularly and maintain cordial relationships
• Ability to influence upon and effectively communicate with Senior officials/Govt Officials of various Financial Institutions/Govt entities.
• Ensure good client servicing & Adherence to all KYC & Compliance
• Keep updated with Money market products, rate movements and other Financial/economic developments etc.
• Broad awareness about RBI regulations and its impact on business
• Interact & collaborate with digital alliances partners of the bank and cross sell Payment Gateway, CMS, Net Banking, and other solutions etc. which helps in value build up.

KEY DUTIES & RESPONSIBILITIES OF THE ROLE

Business/ Financials (Only Relevant roles)

• Sourcing Bulk Deposit (CD, TM, FDR) and CASA from onboarding new clients, cross sell other FIGB products to all FIG Clients/Mid & Large Corporates/Government segment clients.
• Empanelment with various FIG & Government segment clients, enhancement of exposure limits/Interbank limits for our bank.
• Scoping opportunities, Identification of prospective clients
• Understanding the Money market products and rates movements.
• Create and develop strategy / plan for FIG, Corporate and Govt b usiness sales and value build up and ensure its implementation.
• Ensure the successful achievement of the company’s goals on FIG & Government Business across all its’ assigned territory.
• Establish personal networks across the region.

Customer (Both Internal & External)

• Internal- Coordinate with RPU, Treasury Manager, Regional Compliance, Regional Legal, FIG Team for clarification, approval of documentation, rate approval, service issues, reporting etc for smooth flow of business by following all compliances.
• External-Senior Management like MD/CEO, Head of Treasury, CIO and Fund Managers of various Banks, Mutual Funds, Insurance Companies and NBFCs for business development, empanelment, deepening of relationship, resolving queries of client and building brand image for the bank. All senior officials of State Government departments/PSU Clients/Boards/Corporations etc. to be met on regular basis for empanelment and sourcing business.
• Ensure seamless on-boarding experience for customers and ensuring best in class TAT and processing standards.
• Ensuring that any service complaints are resolved in a timely manner.
• Competitor watch and give relevant suggestion sand feedback to constantly improvise products in-tune with the market.

Internal Process

• Follow KYC & Compliance, collaborate with all internal stake holders like Operations, Branch Banking teams, Legal, Compliance, SQ team etc. for smooth customer service.
• Achievement of business targets, New Initiative for Product development
• MIS & reporting of for business sourced and business in pipeline
• Working towards eliminating bottlenecks in the process and rejuvenating the customer journey with Ujjivan Small Finance Bank.

Innovation & Learning

• Launch of innovative product, market feedback what competition in doing in market
• Upgrade himself with all latest developments in financial market, new policies and guidelines.

MINIMUM REQUIREMENTS OF KNOWLEDGE & SKILLS

Educational

Qualifications

• Post Graduate in any stream, MBA Marketing or similar course preferable.

Experience

• Total work experience of 6-12 years, including Minimum 2-3 Years in front ending Institutional business/FIG & Govt segment clients.

Certifications

• MBA Marketing or similar course preferred

Functional Skills

• Full knowledge of various FIGB products and services
• KYC, Compliance & Basic Banking
• Good relationship in the market
• Updated with Market and latest policies by RBI
• Wide exposure in Sales & distribution
• Experience spanning major functional aspects of the business – Sales / Marketing, Business operations & Technology with P&L responsibility.
• Strategic thinking, innovation, strong negotiation and leadership characteristics
• Strong People Management skills
• Strong analytics and technology orientation

Behavioral Skills

• Flexible to work
• Self‑Motivated & good Leadership skills
• Good communication skills, highly confident and innovative
• Good liasioning with various internal stakeholdersOpen for Travelling
• Relationship Skills
• Sales & Influencing skills
• Execution Skills
• Negotiation skills
• Customer Service Orientation

KEY INTERACTIONS

INTERNAL

EXTERNAL

• Manager/NM FIG/Head FIG- Business Strategy, Plans and reporting
• Treasury Manager/Head- for Liquidity management
• Operations RPU/Head- for smooth client onboarding and KYC
• Regional Legal- Clarification regarding documentation, Agreements etc.
• Regional Compliance- seeking Regulatory clarifications
• Branches- for smooth client servicing

• Banks- PSU, Private, SFBs, Payment banks
• NBFCs
• Mutual Funds, Insurance Companies
• Capital/Commodity Market Clients
• State Government officials/CEO-Chairman-Head Finance of Govt departments/PSUs/Boards/Corporations

PREPARED BY: Parag Srivastava

DATE: 10-01-2024

REVIEWED BY:

LAST UPDATED BY: TM Team

DATE: 12-01-2024