National Head - Commercial Lending

Drive the Auto-Component Manufacturing commercial lending business by providing strategic support to team in effectively managing the requirements of existing clients and identifying/ developing relationship with new clients to scale up
1. Auto component commercial lending business management
Identify business focus areas (such as target customers/ new markets etc.) and develop action plan to grow/ expand business for auto commercial lending business and achieve set targets (topline)
Review the database of client pool zone wise to identify new leads and monitor opportunities identified by relationship managers
Provide inputs to team in designing the proposals and review & sign off the final draft for sanctioning financing of auto component manufacturers business requirements
Recommend the appropriate rate to be offered in business proposals to ensure maintaining profitability of the business as well as acquisition/ retention of customers
Propose design of new products/ policies or revisions in existing products/ policies basis market analysis of target segment s requirements (auto component manufacturers)
Recommend for creation of better ecosystem (through processes and operational improvements) to support/ enable team in providing best in class service to the customers
2. Relationship management
Develop and maintain relationship with DSAs/ credit agencies/ freelancers in market to generate business leads through them for own business
Develop and manage relationship with new/ existing customers to scale up the business conducted, ensuring growth of revenue stream for auto component lending business
Engage with CFO and key stakeholders from customers end to discuss proposal negotiations/ rates for various products/ policies
Interact with big prospective customers along with regional managers to provide extra support and close the deal
3. Business review
Review the sales metrics of the team regularly to track any deviations from set targets and provide support in course correction
Participate in business reviews at various levels to present own business performance against set objectives across metrics
Periodically evaluate the existing customers and provide inputs to ensure zero loss business is acquired/ retained for maintaining profitability of business
4. Team development
Participate in recruitment process to identify the right talent for various positions within the business
Establish individual performance expectations and regularly review individual performance of the team
Identify and create development opportunities, trainings etc. for team members to enhance functional/ business knowledge and sales capabilities Key Decisions / Dimensions
Business decision on pricing, in alignment with ROTA requirements Major Challenges
Effective negotiation of transfer pricing with treasury to optimize pricing of proposals
Balance business requirements and stakeholders expectations while driving auto component lending business growth Required Qualifications and Experience
a) Qualifications
MBA in finance domain/ Chartered Accountancy
b) Work Experience
15+ years of work experience
In-depth understanding of automobile industry
Experience in managing mid/large corporate clients.
Thorough understanding of financial statements (reading , understanding & interpreting)
Knowledge of mid market/corporate banking/financial lending industry