Zonal Business Head

Designation Business Head or Zonal Head

Industry Housing Finance

Location Mumbai

Reporting to Promoter Management

Team to manage 600 headcount

Job Summary:

The candidate will be responsible to set up and establishing the Entire housing finance Business for the Institutions. Manpower Hiring Starting up new Locations Establishing Distribution Network and Ensuring Business Figure Maintaining Portfolio Quality etc.

Responsible for planning leading and controlling the B2B business vertical; Deliver set financial and growth objectives for the business by deepening developer relationships optimizing connector business maintaining strong portfolio and controller ship.

Responsibilities:

1. Business Planning and review:

Prepare B2B business plan for delivery of finalized AOP in consultation with MD covering projections for the coming year focus and execution strategy e.g. building connector model increasing team size etc.

Participate in business reviews with cross functional teams such as risk underwriting operations finance and customer service;

Prepare and provide justifications and response to all questions

Regularly review business metrics and numbers (minimonth ends)

Review financial performance parameters and PnL contributors review line items and provide reasons for busting if any to MD and finance team

2. Business and Sales Execution & Review:

Cascade the monthly AOP targets to own team and get buy in of the team on the defined business direction;

Evaluate performance of sales teams from quarterly to monthly frequency based on the maturity of the sales individuals

Review daily sales momentum daily logins across markets and productivity at ASM/SM level; Provide direction to the team basis past trends expected launches future opportunities etc.

Visit the various site locations/ counters/ branch locations to review the performance of own team and understand on ground challenge monitor deviations from set targets and provide course correction inputs.

3. Connector Business Development:

Deepen relationships with large open market channel partners/ connectors to optimize commitment of business volume negotiate payout structures and reach targeted business volumes and growth; Drive team to expand the proportion of connector business to desired level

Guide designing of most competitive and attractive payout schemes and structures to motivate and garner business from connectors

Keep a view of the competitor payout rates and structures committed business volumes and developer feedback to determine appropriate payout structure slabs and rate for the connectors; Approve deviations to payouts.

4. Developer Business Development and relationship management:

Visit / Engage with elite developers develop / create new relationships with developers and project teams deepen business and scout for further business opportunities; Seek opportunities to bring new relationships on board

Scan for market intelligence potential new launches and prelaunches in the market from developers (existing / new relationships)

Direct team to design optimal schemes and offers for growth of business with developers

Establish organisations presence and influence developers with organisation value/ business proposition and differentiation from others in the market

5. Capability building Portfolio management and Controllership:

Engage with ross functional teams such as risk credit IT to align on risk and credit policies and operational processes onboarding of new relationships reduction in TAT etc. in line with overall business objectives

Take steps to improve the service experience of the customer and speed of documentation approval and disbursement i.e. overall reduction in TAT

Ensure a strong and high quality of portfolio to increase ROE and maintain low bouncing; Involve self on individual customer cases to check and review customer profile and case prior to disbursement

Exert controllership on selling processes and LTV through review and monitor the balance between high and low LTV to achieve desired LTV levels and portfolio quality.

6. Team development:

Take steps to retain and engage the team to motivate them minimize the void at the counter and damage to developer relationship

Participate in recruitment process to identify the right talent at senior positions within the team

Cascade objectives establish individual performance expectations and regularly review individual performance of the team

Identify and create development opportunities training induction sessions etc. for team members to enhance functional/ business knowledge.

Requirement:

• Leaders with 10 years of business experience.
• Should have worked with bank/HFC at least for 7 years and should have a complete understanding of the housing finance business including legal/technical
• Preferring a P&L leader to drive the business
• Understanding of the local markets/identify markets for growth/complete understanding of legal/technical and acceptability of the property to be taken as security