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Product Sales (West) : Inclusive Banking Unit

Inclusive Banking Unit (IBU) looks after the Priority Sector lending (PSL) for the Bank. The IBU unit not

only plays a role in complying with in country’s Regulatory requirements but is focused on widening the product suite to achieve the targets. The Bank is also committed to ESG and the Financial Inclusion agenda, a key focus area, in furthering and realizing its growth ambitions in the country.

Principal Accountabilities

1. Business Development

a. Key responsibility is to establish Agri / MSME value chain programs and onboard anchors in

   collaboration with Business team. Also requires to originate Renewable Energy, Affordable Housing, Start Ups, Exports etc which qualify as PSL (in line with the RBI Master Circular)

b. Develop Product specific target list with Business RMs and assist sales team in target

prioritization

c. Identify new industry segments and markets within PSL domain for bank to focus for

Organic business

2. Product Development

a. Ideate and formulate product, policy and processes for new products like Commodity Finance etc ,

to be introduced with detailed product notes for Organic Business

b. Upgrade existing products of the banks basis market intelligence and PSL market

requirement

3. Portfolio Management

a. Ensure effective internal control to minimize regulatory risk

b. Interact with cross functional departments like Credit/Operations for smooth flow of

Business

c. Ensure correct classification & NIL disqualification of PSL assets

4. Regulatory Compliance

a. Comply with all external and internal reporting requirements for the Portfolio

b. Managing statutory & concurrent auditors for the organic portfolio of the bank

• CA/Post-Graduation in Agri Business Administration or any relevant Master’s Program degree with experience in Priority Sector Lending value chain
• 10-15 years of experience having worked in BFSI sector PSL & Value chain
• Priority Sector Lending experience and in depth understanding of Regulatory framework for PSL
• Strong knowledge of Agri/MSME financing products including Supply chain, Commodity Finance, FPO
• Strong understanding of west market and relationships with large corporate banking customer
• Strong coverage experience of Companies operating in MSME /Agri sector and ability to handle Large Corporates /Mid-size Corporates and Business Banking clients
• Structuring transaction capabilities
• Ability to originate and independently handle customers.
• Ability to work across product suite of the division in business development, deal execution and operational aspects
• Ability to handle senior stake holders. Ability to work with different business divisions of the Bank, in order to facilitate outcomes for PSL.
• Strong origination and execution capabilities
• Ability to front end with external customers and internal stakeholders.
• Strong communication and interpersonal skills.
• Experience of managing P&L responsibilities and achieving targets
• Understanding of macro-economic factors and financial markets
• Team work: Ability to work well, collaborate with internal team members and  with Business and support units to achieve full cooperation & synergies
• Meet the numerical targets set. Ability to identify business opportunity, plan and focus in achieving budgeted targets

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Issued by The Hongkong and Shanghai Banking Corporation Limited, India