Head – Banca Channel

Key Result Areas/Accountabilities

Supporting Actions

P&L Responsibility

• Take end to end responsibility of P&L of the banca vertical
• Take all steps to ensure profitability and target achievement
• Device incentive plans to be able to manage top and bottom line effectively and month on month

Strategic Leadership

• Develop and implement strategic plans to drive broking business growth through banca channels across PAN India.

• ·         Set clear goals, objectives, and key performance indicators (KPIs) aligned with the company's overall business objectives.
• ·         Periodic meetings with direct reportees for local-level strategies
• Identify opportunities for growth and expansion in the broking industry market
• Review market share and market penetration strategies.

Partner Relationship Management

• Relationship management with respective Bank Zonal / Regional  / Cluster / Branch Heads 
• ·         Build and maintain strong relationships with banca partners at the national level.
• ·         Collaborate with these partners to identify opportunities for business growth and ensure effective integration of broking products into their offerings

Creating sustainable value proposition

• ·         Analyse potential business via the bank’s customers, client segmentation, assess the success and challenges of such competitive tie ups done by the Banking Partner/ Industry, and propose a unique value proposition for attracting the Banking Partner s channel. 

• To develop present and implement plans for acquiring new broking customers from the existing customer base and new customers of the Banking Partner including activity breakdowns, performance milestone, resource and budget requirements. 
• To build in conjunction with internal marketing and banking partner’s marketing team plans highlighting clear opportunities, product features and incentive contests for optimizing the sales growth.
• To develop a joint business plan with the Banking Partner s management, including elements such as joint financial sales targets, joint marketing plans, resource requirements, and general account targeting coordination
• To act as the interface between the organization and the Banking Partner on the national level for all customer service and demand servicing matters

Business Development & NCA

• Productivity management of team including customer acquisition & revenue budgets
• Work with banking distribution partners to develop and implement strategies for acquiring new customers through various channels.
• Identify market trends and customer needs to create tailored broking offerings for this channel

Sales and Revenue Generation

• Drive business growth and revenue generation through banking channels.
• Monitor sales performance, analyse data, and implement strategies to achieve sales targets

• To drive the sales targets for the bank/corporate client and build teams as per vertical s annual target. To maximize profits by achieving targeted fee income & effective cost management. To effectively deploy contest & prioritize sales of account opening. To plan and execute various Bank level initiatives to ensure business momentum and direction. To monitor team performance and take steps to improve productivity and correct deviations if any.

Benchmarking, Reporting and Analysis

• To keep up to date on market trends, new competitive offerings and industry matters through the Banking Partner and internal networks.
• Manage the budget for banking channels, control expenses, and optimize operational costs.
• Monitor and report on financial performance to Leadership Team
• To prepare periodic MIS of group business volumes, profits, new clients, TATs etc. for the bank Alliance and share it with the senior management. To regularly engage with the Banking Partner touch points for getting data on sales, payments, etc of the customers who availed broking facilities and provide information to them.

Institutionalize training and IT system 

• To ensure a thorough induction of the Broking system, features and benefits, compliance requirements and incentive structures etc. to the Banking Partner’s sales teams in a defined schedule and timeline on an ongoing basis. 
• To ensure effective dissemination of Research inputs and other financial reports to the Banking Partner’s staff and customers via online modes, coordinated interactive sessions, call n trade setups, etc. 
• To monitor the various activities of the Dedicated call center established for the customers of the Banking partner and undertake necessary initiatives

Strengthen the processes for servicing Bank Alliance

• To work closely with internal Sales, Credit, Risk, IT, & Ops team, for providing better services & technology to the Banking Partner and its customers.  
• To suggest client servicing and engagement parameters to enhance credibility and continue to deliver a superior value proposition.  
• To periodically monitor TATs and quality of customer servicing metrics for the Banking Partner led customers, costs of business development initiatives and its impact, etc.  
• To plan, schedule and conduct Customer satisfaction surveys to gauge customer reaction, needs, etc for making necessary amends to

improve the service proposition.

 Multi Channel Pan India Team Management

• Create a proposition that facilitates robust multi-channel franchise to support banca relationships
• Recruit the best talent from the available cluster
• Mentor, supervise and coach and well as provide direction to subordinates. 
• Facilitate development of skills of sub-ordinates to enable them to perform and achieve their roles as well as take on higher responsibilities.