Area Business Manager – SBE - Working capital

Roles and Responsibilities

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

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

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

• Drive the team for new acquisitions through Branch Banking and/or Customer referrals.
  

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

• Focus to continually increasing 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 the location level.
  

• To ensure the right sourcing is being done at the location.
  

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

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

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

• To be alert on competitive elements in the target segments (viz. other banks, etc.) and 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 and 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 as delinquency, churn, utilization, etc., are met at the location.
  

Requirements

Desired Candidate Profile

• Preferably MBA/CA.
  

• Experience: 7–8 years of experience in the local market. Background in Credit and Sales knowledge is required. Prior experience of driving and managing teams is required.
  

• Good leadership, self-motivation, and communication skills for driving teams.
  

• Relationship management skills.
  

• Good influencing skills.