GIB Area Head

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 institutions in the specified territoryis 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 institutions 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

Educational Qualifications

Key Skills

• Post-Graduation
• Team Handling Skills
• Sales and Influencing Skills
• Banking Product & Process Knowledge
• Regulatory Knowledge
• Planning and Organizing Skills
• Communication
• Knowledge of Competition & Current trends in financial Industry

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Experience Required

• Minimum experience in years 8 to 10 years
• Exposure to banking preferable

Major Stakeholders

• Customers
• All Internal Product and compliance Teams
• Branch Banking Team
• Operations