Acquisition Manager

Position Overview

The role of Acquisition Manager at Ujjivan Small Finance Bank involves driving the acquisition of new customers for liability products and enhancing relationships with existing customers through cross-selling appropriate banking services. This position is full-time, located at the branch level, and reports to the Branch Sales Manager for Branch Banking.

Key Objectives and Responsibilities

• Acquire new liability customers from the open market.
• Support the Customer Relationship Staff (CRS) in converting unsecured loan customers into liability product holders.
• Strengthen customer relationships by cross-selling products tailored to their profiles and needs.
• Guide customers in utilizing alternate banking channels such as ATMs and Business Correspondents (BCs) to promote cashless transactions.

Targets and Role Size

• Meet assigned branch-wise targets for CASA (Current Account, Savings Account) and Term Deposits.
• Manage segment-wise books including Non-Resident, Senior Citizen, and High Net Worth Individual client bases.
• Achieve numeric goals across liability products including Current Accounts, Savings Accounts, and Term Deposits.

Key Responsibilities

• Achieve liability product acquisition targets from both open market and existing customer conversions.
• Identify customers meeting criteria for liability products through various channels such as leads from branch staff, personal leads, customer referrals, and alternate channels.
• Maintain and update a database of potential prospects, conduct meetings, and develop long-term relationships.
• Work alongside the CRS-Unsecured loans team on the field to facilitate conversion of borrowing customers into liability customers.
• Cross-sell secured loan products by generating quality leads to relevant loan officers.
• Provide customer insights and product feedback to the Sales Manager - Liabilities.
• Engage courteously with customers, delivering prompt, efficient, and accurate service to reduce attrition and inactivity.
• Address customer inquiries related to accounts, fixed and recurring deposits, remittances, and third-party products.
• Assist customers in account opening formalities, ensure proper verification and collection of KYC documents, and compliance with regulatory norms.
• Promote usage of alternate channels such as ATMs and BCs by training customers.
• Stay current with knowledge of liability and other branch products.
• Support CRS-unsecured loan team members by addressing queries related to liability products.
• Complete mandatory training programs and participate in performance management activities on schedule.

Qualifications and Experience

• Graduate degree, ideally in commerce or related field.
• Minimum of 3 years of experience in sales, preferably within banking or financial services.
• Certified by AMFI or IRDA is preferred.

Skills and Competencies

• Basic understanding of retail banking products.
• Strong documentation and process compliance abilities.
• Fluency in the local language.
• Excellent customer service and telephonic cold calling capabilities.
• Effective time management and selling skills.
• Open to traveling and relocating as per business necessities and career advancement.
• Competencies include planning, organizing, executing tasks, managing customer relationships, and maintaining customer focus.

Internal and External Interactions

• Collaborate with branch teams including CRM, CRS, loan officers, and operations.
• Coordinate with regional product, marketing, and state HR teams as well as BC Agents.

Additional Information

This role is crucial in driving liability business growth through various acquisition channels and delivering exceptional customer engagement and service. The incumbent adheres strictly to KYC and compliance standards and contributes to the overall success of branch banking operations.