Job Description
Drive Logins for Home Loans through various channels and a team of HDB Sales Executives Quantitative: Annual Login targets – 4300 – Drive calling through Sales Manager on leads received from channels , references received from existing customers, etc.
is completed and feedback is shared with respective channel – Ensure leads are reviewed jointly with the Sales Manager, trainings conducted to improve the lead generation quality.
– Drive calling on opportunity bases and share feedback periodically with the Central team so that Central team may evaluate bases and tweak the qualifying parameters to increase penetration in the base.
– Wherever required, personally meet up with customers – especially HNW customers.
Minimum 10 customers to be met personally and customer interaction to be updated in CRM next per month.
– Initiate for activities for lead generation.
Achieve Disbursal targets on value and Nos Quantitative: – Annual disbursal unit targets – 2150 – Disbursal target assigned basis the Area and City Categories – Drive calling on all SUD cases.
– Coordinate with HDFC Ltd Credit and Operations team for resolution on post sanction documentation.
– For sensitive / HNW cases coordination with customer and HDFC Ltd as in case of HDFC Ltd, the customer is mandatorily required to visit HDFC Ltd office to complete the disbursal formalities.
Drive RM and PB activation for higher volumes.
Quantitative: RM Activation: For ASMs managing <= 100 RMs – 50% activation target For ASMs managing > 100 RMs – 40% activation target PB Activation: For ASMs managing <= 150 PBs – 35% activation target For ASMs managing > 150 PBs – 30% activation target Qualitative: – To ensure branch sales process is followed, 100% updating of target branches of MOM in Cogent, Minimum 10 Customer interactions are completed.
– Review with branch hierarchy (Branch Head, Cluster Head, Circle Head, and Zonal Head) on RM/PB activation on LG and LC.
– Attend branch scrum meetings, review leads generated, share feedback on the lead quality and overall LG LC ratio.
Conduct product trainings, update on rate revisions, product offers etc.
To review performance of branches/RMs/PBs during branch drive, Campaigns to extract maximum business and improve RM Activation Drive Insurance penetration on Insurance cases Quantitative: – 1% of disbursal target – Drive calling on all SUD cases for Insurance cross sell – Drive coordination with Insurance teams (HDFC Life and HDFC ERGO) for increasing penetration in Home Loan cases.
– Ensure customer is briefed on the policy details to avoid mis sell and miscommunication.
– Ensure periodic training for the Sales Team is done by Insurance teams.
Drive CASA and CC Cross sell Quantitative: – Annual CASA target of 1725 units, CC target of 960 units – Drive calling on all customers – External Customers for account opening and Internal customers for references for CASA cross sell.
– Continuous training of the Sales team on CASA cross sell.
Manage TAT as per norms Quantitative: 70% of Salaried files to meet Sanction TAT of 7 days – RHDFC to Sanction Ensure document check list compliant files are logged in to reduce rework Continuous training of the Sales team on documentation and login process.
Drive and achieve Branch targets – Value and No, Branch LG/LC workable Ratio Quantitative: – To achieve YTD branch tgt for the area handled thru a team of SMs and BDRs.
– To ensure no of Branches meeting target is at 80% – Branch LG/LC workable ratio – 35% – To follow the branch sales process, 100% updation of target branches of MOM in Cogent, Minimum 10 Customer interactions to be updated in Cogent.
– Update the branch hierarchy (Branch Head, Cluster Head, Circle Head, Zonal Head) on RM / PB activation on LG and LC, YTD Branch target vs achievement – Attend branch scrum meetings, review leads generated, share feed back on the lead quality and overall LG LC ratio.
– Conduct product trainings, update on rate revisions, product offers etc.
– Engage with branches for activities in catchment areas, branch managed corporates Drive SM and HBL Productivity Quantitative: – 80% SMs to meet the targets ( above 3 months vintage) – Minimum 1 fresh unit disbursal per executive per month (excluding 3 months vintage) – Benchmark 85% – Continuous training for the sales team – Conduct joint visits – Review team size, hiring, training of Sales executives.
– Arrange for activities in branches, branch catchment area, branch managed corporates.
Skills
Sales and Influencing Skills
Product & Process Knowledge
Planning and Organizing Skills
Communication
Knowledge of Competition & Current trends in financial Industry.
