Key Engagement Partner - Sales

Job Purpose In view of the criticality of smooth migration of erstwhile 42000 HDFC Ltd KPs (Deposit Agents) as DMAs of HDFC Bank. Apart from Product / Technology integrations, additional responsibilities broadly include onboarding, monitoring, capacity building and Risk/Compliance related aspects for large number of Agents. *Going ahead, it is also proposed to add direct reports under this position as part of manpower requirements for subsequent FY to ensure adequate bandwidth to support new agents being added (approx. 300-400 new agent addition expected on monthly basis) Key Responsibility Areas Performance Standards KP Migration & Onboarding Working jointly with erstwhile HDFC Ltd Deposit Team & Business Team for smooth migration of HDFC Ltd KPs as HDFC Bank DMAs prior to Day 0 Phased approach based on Business Contribution (Core / Active / Inactive) Approach for onboarding of Non-Individual Entities i.e. Partnership / LLP / Corporates as DDSA / CBC / CBF Engagement with Controlling Functions i.e. ORM, ISG, Compliance, Audit, Legal, to set out pre-& post migration boarding / de-boarding / monitoring / review process Bulk DMA Agreement execution via Digital Mode (e-Sign / e-Stamp), including Code of Conduct & Commercial Sign off System for onboarding / de-boarding / repository Creation and mapping of Vendor Codes with Core Systems / VBMS Pre-onboarding engagement with KPs for Change Management Post Day 0 Monitoring of pendency & strategy for onboarding of non-migrated KPs Product Strategy Scope for Products / variants other than FD to be originated via DMA Channel Type of journeys (Semi-assisted / unassisted) Portfolio Demarcation / Ring Fencing strategy Commercial Negotiation & Approvals from Product / Fincon Engagement with Ops & CTT to set up the Payout Mechanisms under Direct / Reverse Charge Construct, as applicable Management of KP App / Portal Re-engineering of existing FD journey as per Bank’s norms Evaluation of requirement from Business Team &Product phasing basis opportunities / readiness & Journey fitment (Assisted / Unassisted) Platform fitment (Re-direction / API / 3rd party vendors, etc) Integrate appropriate Digital Journeys for cross sell Products such as CASA, Credit Cards, Retail Loans, etc Product / Process Note detailing journey, passing of identifiers for MIS / payouts, adherence to guidelines, automation, Master maintenance Project Plan & liaison with Digital Banking / API / BTG / Product & ground feedback for UAT / E-2-E testing / Production Movement/ Go Live Ensuring periodic source code / APP Sec / VAPT / Security Evaluation / Anti Defacement reviews by IT Team Journey improvement / customization / policy tweaks; rule based, surrogate based, data auto-fetch based flows for improved UI / UX Integration with Core Systems for dashboard / real time MIS on lead status / conversions / commissions, etc Availability of Product Training Content (Videos / FAQs / Calculators, etc) Sunset Strategy for Unified / Singular System approach i.e. migration to DDP Life Cycle Management New Agent onboarding Opening & Linking of A/c (for payouts) Deboarding of Non-Compliant / High Risk / Non performing Agents UAM Upgrades of Agents as BC / BF under Corporate BC / BF Partners Renewal of agreements, revision of commercials Introduction / Discontinuation of Products, Upgradation of Digital Journeys Channel Management Design & Periodic review / revision of Scorecard – Business / Quality Parameters Ensure Automation of Scorecards & PLP Policy for Channel Resources Engaging with Top / Bottom Performing Channel resources / DMAs Monitoring & ensuring timeline Payouts; sanity checks, etc

1. KPI / Dashboard

MIS at agreed frequency - Actual v/s Projection – Product / Channel / Agent / Location wise for Business Team Insights to Business Team on gaps / opportunities / inactive DMAs, AML Alerts, sourcing quality, leakages, blocked/dormant, etc Periodic Business Review with Business Team

1. Marketing Support

GTM Plan Collateral Support - Banners, Training, FAQs, Videos, Whats App Tiles, Social media content, Incentive Calculators, Tools, etc E Learning Content, Training & certification of partner agents / staff Testimonials, Success Stories for replication, Drivers / Offers / Campaigns Regulatory Compliance, Audit & Operational Review Supporting with information for Internal Audit & implementing recommendations from audit report Vendor Review (Annual / half yearly) basis ORM guidelines; Ensuring adherence to Regulatory guidelines Review of Processes (Lead Gen / fulfilment / payouts, etc) Educational Qualifications & Certifications Key Skills

• Graduation: Any
• Post-Graduation: MBA / MMS / PGDBM in Finance / Marketing

• Banking Product & Process Knowledge
• Communication and Influencing Skills
• Knowledge of Regulatory guidelines
• Awareness of Industry, Competition & Current trends in financial Industry

Experience Required :

• Minimum experience of 15 years in Product / Process / Alliance management / Branch Banking
• Knowledge of Core Banking Systems, Technology Platforms, etc

Major Stakeholders

• Alliance Partners
• Rural Banking / Liability / Asset / Payments Products / RBB / Channel / Marketing / HR L&D
• Operations
• BIU & Finance
• Digital Banking / BTG / IT
• Legal / Audit / Compliance / ORMG / ISG
• External Tech Service Providers / Vendors, etc