Sales Manager EXIM

SECTION II: ROLE SUMMARY

The incumbent will be responsible for acquiring EXIM CA Accounts along with high-value CA with focus on driving Trade

and Forex Income. He should be a self-driven and motivated individual with a zeal to outperform in ambiguous

environment and thrive under pressure. He should understand basic banking products, transaction processing & pricing,

and have flair for sales and relationship management.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Responsibilities

• To identify and acquire new EXIM CA customers in the identified segment and reference generation from the specified catchment
• To identify and acquire new product/ program eligible CA in the identified segment and reference generation from the specified catchment
• To drive activation and income generation from Trade and Forex line of business in tandem with Subject Matter Experts
• To achieve daily/ weekly/ monthly customer acquisition target
• To support in building incremental CA values in self-sourced base
• To ensure initial customer handholding & M+3 activation (Right advice to customer for product and documentation, opening a/c within TAT, familiarize customers with branch service RM and processes, monitor welcome kit delivery and follow up for repeat funding and use of account for business transactions)
• To ensure digital onboarding and activation on the banks’ key digital platforms (CNB, Smart Trade, IRIS, Yes Connect etc.)
• To attract new-to-bank qualified customers in consistence with the Bank’s business strategy
• To assist the Business Relationship Leader in catchment mapping & scoping exercise and provide regular feedback to BRL / BBL on opportunities / customer needs / competition benchmarking
• To ensure required level of service for in-coming customers, to consult customers on credit and banking products
  
  

People Management or Self- Management Responsibilities

Risk and Internal Control Responsibilities

• Should be adhering to all regulatory and compliance requirements
• Should follow the internal and external controls policy of the bank, as required for the bank
  
  

Qualifications- Candidate must possess a bachelor’s degree, all majors are welcome to apply

Professional -Certifications NISM/ IRDA/ NCFM/JAIIB/CAIIB & such relevant certifications will be an added advantage

Skills

• Excellent oral and written communication
• Good presentation skills
• High Sales orientation
• Must be willing to take up extensive field visit
• Orientation towards servicing the customer and understanding his needs is a prerequisite
• Awareness of dynamics of local market
• Good understanding of competitive products & their pricing
  
  

Experience

Years of Experience

• Should necessarily be from Sales background with experience in sales and client’s acquisition
• Candidate should have worked on Sales assignment and should possess flair for customer engagement and acquiring new client
• Should have consistently over-achieved sales target in previous organization Relevant prior work experience of 3 years to six years
  
  

BEHAVIORAL COMPETENCIES- Competencies Competency Name Behaviors

• Customer Focus
• Listens to and demonstrates an understanding of customers’ stated needs
• Delivers customer value through timely and quality execution
• Develops an understanding of problems and employs existing or new methods to find solutions
• Professional Entrepreneurship
• Takes proactive and constructive action at work with little or no direction from others
• Displays responsibility for problems, initiatives and tasks that lie within the domain of own role
• Drive for Results
• Seeks to understand the rationale for key decisions and understands implications for own role/ actions
• Displays a sense of urgency to deliver outcomes as per stated timelines
• Reacts to challenges by displaying an optimistic demeanor
• Influence and Impact
• Uses simple persuasion techniques to achieve the desired result / action / commitment from others
• Responds to stated requirements of internal/ external stakeholders by keeping a solution-oriented mindset
• Quality Focus
• Ensures adherence to quality standards in work/service delivery, identifies opportunities for improvement in routine course of work
• Adheres to laid down systems, procedures and identifies opportunities to enhance efficiency in own sphere of work through incremental improvement
  
  

Leadership

Competencies Competency Name Behaviors

• Lead the way
• Displays awareness and understanding of the external environment relevant to own area of work and can assess their impact on the business in which he operates
• Translates the Bank’s vision to own sphere of work and defines plan for achievement of the growth and scale objectives
• Actively seeks, identifies and promotes opportunities to try out new ideas
• Frequently communicates the organizational strategy and energizes employees within own region to realize Bank objectives and live the brand
• Lead and Develop people
• Sets performance expectations at the department level, monitoring performance, providing measurement systems, driving accountability and rewarding high performance
• Enables empowerment by assigning clear challenging tasks with definitive accountabilities, resources and authority
• Coaches and mentors employees to develop required skills, provides developmental tools and provides continuous feedback and support
• Enables Change
• Displays the ability to depart from traditional methods/behaviors and adapting quickly when situational constraints require new or different approaches
• Cascades the vision for change, and leads required transformation in structure, processes and capability to ensure a smooth transition
• Encourages team members to respond positively to changes, encouraging discussion, responding with empathy to their anxiety
  
  

TECHNICAL COMPETENCIES