Acquisition Manager

Position Overview

The role of Acquisition Manager is situated within Branch Banking and reports to the Branch Sales Manager. The primary responsibility is to acquire new liability customers via the open market, assist Customer Relationship Specialists (CRS) handling unsecured loans to convert existing borrowers into liability customers, and enhance relationships with current customers through cross-selling. The manager will also train and support customers in using ATMs and Business Correspondents (BCs), promoting alternate channels.

Role Scope and Targets

The incumbent is expected to achieve targets defined by the branch including CASA (Current Account and Savings Account) and Term Deposit books, along with segment-specific objectives for categories such as Non-Resident, Senior Citizens, and High Net-worth Individuals (HNIs). Goals also cover number of accounts to be acquired for CA, SA, and Term Deposits.

Key Responsibilities

• Achieve assigned liability product targets by acquiring new customers and converting existing loan customers.
• Identify and acquire eligible customers through branch staff leads, personal networks, referrals, and alternative channels.
• Maintain a prospect database and cultivate relationships with selected potential customers.
• Accompany CRS on field visits to convert unsecured loan clients into liability customers.
• Cross-sell secured loan products and generate quality leads for loan officers.
• Provide insights and feedback on customer preferences and products to Sales Manager - Liabilities.
• Deliver courteous, timely, and accurate customer service, resolving account-related queries including fixed and recurring deposits, remittances, and third-party products.
• Minimize customer inactivity and attrition through ongoing engagement.
• Guide customers in completing account opening formalities, verifying KYC documents, and obtaining necessary signatures while ensuring strict adherence to KYC compliance.
• Promote the use of alternate banking channels such as ATMs and BCs, assisting customers with ATM operations.
• Keep updated with the features of liability and other branch products to aid sell and query resolution.
• Support CRS team by clarifying liability product queries and facilitating their sales efforts.
• Complete required training programs and participate in goal-setting, mid-year reviews, and performance appraisals as scheduled.

Minimum Qualifications and Skills

• Graduate degree, preferably in commerce or related fields.
• At least 3 years of experience, ideally in sales roles.
• Certification from AMFI or IRDA.
• Fundamental knowledge of retail banking products.
• Proficient in documentation and process compliance.
• Fluency in the local language essential for communication.
• Excellent customer service approach coupled with time management capabilities.
• Effective selling and cold-calling skills.
• Willingness to travel and relocate based on business needs.
• Competencies include planning, organizing, execution, relationship management, and customer focus.

Key Interactions

• Internal teams: Unsecured and Secured Loan teams, CRM, CRS, Operations, Regional Product and Marketing, State HR.
• External: Business Correspondent Agents.

Additional Information

All processes are guided by strict compliance, adherence to targets, and customer engagement goals. Training and performance management are integral parts of the role to ensure effectiveness and growth.