Reg. Prod Mgr-Inventory Funding

Job Description

• Business Acquisition To acquire new business - both (1) taking over of existing dealers, presently having arrangements with other Banks and (2) newly appointed dealers by manufacturers Documentations To have complete knowledge of pre-approval documentations, post approval documentations and try and provide the same as per requirement, always.

• To also master the more complicated documentations for property mortgage, stocks and book debts hypothecation, personal guarantees of dealer owners, stamp duty requirements for respective states etc.

• To ensure FTR most of the time, reduce FTNR.

• Business Enhancement To increase limits of dealers for (1) increase in overall sales, (2) festive season sales increase requirement, (3) opening up of new outlet or dealerships, (4) expanding with other manufacturers (5) expanding with other vehicle types.

• This will require suggesting a proper funding structure to the dealer which suits his requirements by providing a basket of products including Permanent limits, Adhoc limits, TODs, CC limits, Working Capital Term Loans, Regular Term Loans, LAP, LARR, Used Car INF limits, Demo Car limits, Bank Guarantee, Letter of Credit etc.

• Market penetration To have highest possible penetration amongst dealers - manufacturer-wise.

• Not to leave any dealer un-approached.

• If full limits cannot be taken over, at least provide smaller INF or TA limit to have maximum coverage and HDFC Bank presence at the counter.

• For all such dealers, provide best service and keep approaching dealer for complete shifting to HDFC bank in future.

• Products handling In addition to Inventory Funding, sell other working capital products, term loan products and non-funding products such as BG to dealers as per their requirement.

• To try and take-over the existing limits of these limits of dealers with other banks , mostly nationalized Banks, for all dealers having inventory funding with us.

• Regular Servicing To provide regular service to the dealer in terms of getting indents cleared if not going thru STP process.

• Indents getting stuck for approval requirements for items such as CAM expiry, adhoc expiry, documentation deferral etc.

• need to be taken care of.

• To ensure no single indent of the dealer is kept on hold.

• This, in turn, will ensure highest dealer/manufacturer satisfaction, leading to more business.

• Regular Monitoring - Retail Conversion To track retail conversion requirements from dealers, communicate internally with line sales team and externally directly with dealers on shortfall and decide/implement actions to be taken.

• Also, track unit-wise sales and retail conversion of the dealers for micro-management on retail conversions.

• Regular Monitoring - Funds Diversions To read regular stock audit reports of dealers and for those showing diversions, understand reasons, take commitment for bringing back of funds diverted, or else ask for closure in case of discomfort and no visibility of correction by the dealer in near future.

• Such dealers not handled properly in time will result in delinquencies Collections/Recovery To collect/recover any overdue amount from the dealer by way of either retail conversion or by way of payment.

• In case of stressed situation where dealer does not seem to have money, arrange for sale of his cars through channels like HBL and DSAs for faster recovery of over dues and then close the account.

• Use offices of manufacturers for putting pressure on dealers for repayment.

• Take all efforts to try and maintain NIL NPA/write-off in the portfolio.

• Overall portfolio Management To put all efforts to ensure that there is no NPA/write-off in the portfolio.

• Regular market feedbacks and basis the same initiating timely actions such as weeding out etc.

• to be done periodically to maintain a very healthy portfolio.

• Cross- Sell Cross-sell related banking products to dealers such as (1) CASA ; (2) Salary Accounts ; (3) Credit Cards ; (4) ME Machines ; (5) LAP ; (6) LARR and any other products as may be required by the dealer Dealer relationship management To maintain a strong relationship with the dealers.

• Competition is becoming very active and strong relationship with the dealer owner, besides his staffs is important to ensure no danger of take-over for our limits, dealer approaching only us for all his future requirements, dealer providing important market feedbacks about the market, co-dealers, manufacturers, competition practices etc.

• to keep us aware at all times of the happenings and enabling us taking corrective actions as may be required from time to time.

• Manufacturer relationship management Strong relationship with manufacturer is important for them to recommend all newly appointed dealers to us for their all kinds of funding requirement, informing us in advance of dealers to come in next 6 months so that we can work on their requirement of project loan for showroom/workshop construction etc.

• Relationship also helps in manufacturers informally sharing important information such as dealers to be terminated in near future so that we can take our money in time and keep portfolio healthy.

• Internal interaction with Central Business Unit, Credit unit and Ops unit for getting dealer requests serviced As above, job involves collection of documents for dealers requests, forwarding them to the central team of business and credit, providing all other relevant information for getting cases sanctioned, getting the cases disbursed by central operations unit.

• All these require lots of interactions within and outside the bank.

• These internal relationships help in TAT for approval/disbursement etc Liasioning with Branch Banking To ensure that the Cash Credit Accounts, Current Accounts, Savings Accounts, Salary Accounts of the dealers, their staffs and family members are opened smoothly and then are getting operated smoothly.

• To ensure that many incorrect charges, unwanted charges by the dealers are taken care of for all these accounts.

• Dealers call the Dealer Funding team only for their requirements in these accounts and hence a close working relationship with the branch banking team is critical and important.

• Excellent verbal and written communication skills.
• Sales and Influencing Skills
• Banking Product & Process Knowledge
• Prior experience in Retail Asset products would be preferred.
• Knowledge of Competition & Current trends in financial Industry.

Keyskills :
stamp dutyaudit reportsportfolio marketingmarket penetrationbranch bankingbanking productsnew businessworking capitalbank guaranteecorrective actionsstock auditterm loansavings accounts