Deputy National Lead - Capital Markets

1. Sales planning and review
Cascade monthly AOP targets to own sales team, provide inputs and develop action plans to meet defined sales target
Monitor month-on-month achievement of sales targets, track deviations and provide inputs on course

2. Business development
Identify potential HNI clients through referral networks, prepare, update and review the list of potential customers to add clients to the customer funnel
Approach the prospect client, analyze competition with the customer, seek appointment through brokers to identify customer needs, assess risk appetite and provide appropriate investment options
Conduct background check of the clients to ensure identification (and rejection) of clients involved in money laundering and black-listed by the company
Follow up with the credit and risk team to obtain timely approvals and sanction of the loans for the clients
Devise strategies to retain the customers and cross sell products and services to meet business objectives

3. Client and broker relationship management
Identify needs of the retail (HNIs) and institutional (promoters) clients, assess their risk appetite and provide them investment options
Interact with customer to understand the end use for the loan to ascertain the duration of loan and pattern of repayment
Execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly calls and meetings
Seek appointment with prospect clients to present the value proposition (such as issue of sanction letter within 24 hours) and convert new clients
Network with brokers in the share market, convert the broker into a client and penetrate into the brokers client list

4. IRR management
Understand movements in prevailing market interest rates, and accordingly manage client communication on interest rates to increase IRR for the company
Communicate the interest increase to own team of Relationship Managers to further communicate to clients and influence clients for continuing the relationship

5. Team development
Motivate the team through an appropriately linking incentive structure to sales target achievement
Participate in recruitment process to identify the right talent at senior positions within the function
Establish individual performance expectations and regularly review individual performance of the team
Identify career growth plans and create development opportunities for team members to enhance functional knowledge and motivation

6. Interactions
Credit and Risk team- To follow up for obtaining approval and sanctions for the client loans
Operations team- To seek support for delivery of seamless customer service and experience
Clients- To identify their needs and follow up for repayment
Competitors- To understand their value proposition and current market trends

Required Qualifications and Experience
EDUCATIONAL AND PROFESSIONAL QUALIFICATIONS
1. MBA/ Post graduate in management
2. Minimum experience of 7+ years
3. Experience in equity and wealth management, and knowledge of broking fraternity
SKILLS
1. Entrepreneurial orientation - end to end ownership for delivering capabilities.
2. Ability to drive / work in cross functional teams.
3. Good communication skills, with proficiency in English
4. Positive & collaborative attitude