Area Head - Government Business & Institutions

The mandate is for an Area Head - Government Banking - Mumbai.

Job Purpose :

To achieve annual budgeted business numbers w.r.t. CASA Value, NAV, Number of Accounts and Fixed Deposits with a team of Sales Officers in the assigned geographical area.

Key Accountabilities :

- Achieve NAV, Numbers and TD plans and Monitor Balance build ups

- Ensure budgets w.r.t. CASA Value, NAV, Numbers and FD of the AHs are achieved

- Ensure Productivity of Sales Officers is met month on month

- Ensure that the accounts build balances by cross selling other products solutions like Online collection and Payments, payment gateway, Enet, CMS/eCMS and other solutions.

- Track the inactive accounts and get in touch with the Govt Departments, institutions for activating the accounts.

Market Scoping and Segmentation :

- Scoping and segmentation of the market for acquiring CASA and TD accounts

- Ensure that the list of all the Government Department, Schemes and institution's in the specified territory is available with his team for generating and converting leads

- AH to personally meet every Government Department, institution that is a potential customer. Has to analyze the Government Department or institution's requirements, understand their business needs and provide customized solutions to fulfill all their immediate and long term requirements

- Ensure that the team is updated with all the documentation requirements for Govt. and Institutional CASA, FD and FCRA accounts

Staffing and Productivity :

- Ensure that the budgeted sales executives are on board all the time

- Ensure that the HR formalities of the sales executives is completed by liasoning with HR during new recruitment

- Provide adequate training to the sales executives and keep them updated on the documentation requirements for Government and Institutional accounts.

- Ensure that the sales executives understand the PLP structure. Regularly update the sales executives on the changes in the PLP structure.

- Facilitate the sales officers not able to reach the required productivity and drive and motivate them to achieve the targets

Branch Support :

- Understand the catchment details of the various branches in the specified region

- Track the budgeted branches with Zero Government and Institutional accounts and facilitate them to source Government and Institutional accounts

- Ensure accounts are opened in specified TATs

- Assist branches to convert leads generated by them

- AHs can also make joint calls with the RMs / PBs / BMs from branches

Relationship management and Increase Wallet Share :

- Meet customers on regular basis for understanding the needs and offering the most viable solution for the same.

- The AH to liaise with product team to seek necessary approvals (if any) for special requirements by the customers

- Update the product team on the competition offering

Joint meeting with Branch Banking :

- Conduct regular weekly/monthly meetings with Branch Managers/Cluster Heads.

- Update them on the status of business at agreed intervals.

- Create plan and strategy for each branch/cluster along with the CH and ensure that the same is implemented

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