Job Description

Role Purpose

Lead acquisition, activation, value build-up and retention of high-quality current-account relationships across an assigned cluster. The role owns the cluster’s current-account growth agenda across business segments—including traders, wholesalers, manufacturers, service professionals, institutions and emerging enterprises—while building fee income and cross-sell penetration.

The Cluster Sales Head will lead a team of current-account sales team and relationship managers, work closely with branches and product partners, and ensure the cluster delivers profitable, compliant, transaction-active current-account growth.

Reporting Structure

Job Title

Cluster Sales Head – Current Accounts

Function

Business Banking / Branch Banking / CASA

Reports To

Cluster Head

Coverage

Defined cluster of branches, catchments and business hubs

Key Partners

Branch Managers, Product, Cash Management, POS/QR, Operations, Compliance and Service teams

Key Responsibilities

1. Cluster Business Ownership

· Deliver new-to-bank current-account acquisition, account activation, average quarterly balance growth, transaction throughput and fee-income targets for the cluster.

· Build and execute a catchment-led acquisition strategy for high-potential business segments such as wholesalers, distributors, manufacturers, traders, schools, hospitals, clinics, professional firms and service establishments.

· Translate cluster targets into branch-, team- and individual-level productivity plans.

· Own the current-account business plan, sales funnel, conversion pipeline and weekly performance rhythm.

· Improve portfolio quality by prioritising transaction-active, balance-building and cross-sell-ready relationships over dormant or low-value acquisition.

1. Sales Leadership and Channel Execution

· Lead, coach and motivate a field-sales organisation to consistently deliver acquisition and value-build targets.

· Establish a disciplined sales cadence covering joint calls, market visits, lead reviews, branch huddles, pipeline reviews and conversion tracking.

· Ensure each relationship manager follows a profile-based sales approach rather than a generic product pitch.

· Develop market intelligence on competitor propositions, local business clusters, referral sources and emerging commercial hubs.

· Build productive referral ecosystems with Chartered Accountants, trade associations, market intermediaries, merchant networks, developers, institutional administrators and existing clients.

1. Current-Account Activation and Value Build-Up

· Ensure newly acquired accounts become transaction-active within defined activation timelines.

· Drive operating balances, inward credits, collections, payment activity and digital banking adoption.

· Track early-warning indicators including low funding, non-activation, declining balances, low transaction velocity and potential attrition.

· Build strategies to migrate primary transaction flows—collections, vendor payments, payroll, taxes and operating cash—to the bank.

· Improve account quality by monitoring average balance, debit transactions, credit transactions and account profitability.

1. Solution-Led Cross-Sell

· Use the current account as the primary operating hub for business clients and identify the appropriate product solution based on the customer’s business model.

· Drive adoption of corporate internet banking and mobile approvals; cash management and bulk payment solutions; POS, Android POS, QR and Soundbox; sweep-in / sweep-out or FFD structures; debit cards; collections and transaction banking solutions; and promoter, family, wealth and premium savings propositions.

· Partner with product teams to convert business pain points into integrated propositions—for example, POS for collections, Internet Banking for payment controls, FFD for temporary balances and Aspire/premium banking for promoter wallet deepening.

1. Customer Relationship and Service Governance

· Build senior-level relationships with anchor clients and participate in strategic joint calls for high-value prospects.

· Ensure timely resolution of onboarding, account-opening, transaction, service and digital-banking issues.

· Work with branches and operations teams to reduce turnaround time, improve onboarding quality and strengthen client experience.

· Review top customers and at-risk accounts regularly to protect balances, transactions and wallet share.

· Drive customer retention through proactive engagement, problem solving and relevant product deepening.

1. Risk, Compliance and Portfolio Quality

· Ensure all sourcing, onboarding and account activation follows internal policies and applicable KYC, AML, fraud-risk and regulatory requirements.

· Maintain high standards of customer due diligence, documentation quality, source-of-funds understanding and business-profile validation.

· Monitor exceptions, unusual transaction behaviour, documentation gaps and operational risks; escalate promptly where needed.

· Build a culture of right-first-time acquisition, with no compromise on compliance for target achievement.

1. People Leadership

· Recruit, develop, retain and performance-manage a high-quality current-account sales team.

· Set clear scorecards covering acquisition, activation, AQB/AMB, transaction activity, fee income, cross-sell, productivity, service quality and compliance.

· Conduct structured coaching through joint market visits, call observations, weekly reviews and capability-building sessions.

· Identify skill gaps and develop targeted interventions around sales planning, segment understanding, solution selling, digital banking and compliance.

· Maintain a strong talent pipeline and manage attrition proactively.

Key Performance Indicators

Dimension

Illustrative KPIs

Acquisition

New-to-bank current accounts, high-value accounts, segment-wise acquisition

Balance Growth

AQB/AMB growth, activated accounts, value build-up and balance retention

Transaction Primacy

Inward credits, transaction-active accounts and payment/collection volumes

Revenue

Fee income, POS/QR revenue, cash-management revenue and cross-sell revenue

Product Penetration

Internet banking, POS, debit/business card, FFD, assets and promoter banking

Portfolio Quality

Non-activation rate, dormant accounts, early attrition, balance decline and compliance exceptions

Team Performance

Productivity per RM, conversion rate, hiring quality, attrition and training completion

Customer Experience

Onboarding TAT, service-resolution TAT, complaint trends and retention of top accounts

Candidate Profile

Experience

· 8–15 years of relevant experience in banking, preferably in current accounts, CASA, business banking, SME banking, transaction banking, branch banking or merchant acquiring.

· At least 3–5 years in a people-leadership role managing sales managers, relationship managers or acquisition teams.

· Demonstrated track record of building a current-account portfolio, increasing operating balances and delivering cross-sell revenue.

· Experience in managing business clusters, market catchments, branch ecosystems or multi-location sales teams is preferred.

Education

· Graduate degree required.

· MBA / PGDM in Finance, Sales, Marketing or Banking preferred.

· Relevant certifications in banking, KYC/AML, payments or financial products are an advantage.

Skills and Competencies

· Strong understanding of current-account economics, CASA, transaction banking, payments, merchant acquiring and business-client needs.

· Proven ability to lead field sales, build market networks and execute through branches and partner channels.

· Solution-selling mindset with ability to connect client pain points to banking products.

· Strong command of sales analytics, funnel management, portfolio reviews and performance dashboards.

· Excellent stakeholder-management skills across branches, products, operations, risk and service.

· High integrity, sound judgement and uncompromising compliance orientation.

· Strong communication, negotiation, coaching and executive-presence skills.

Ideal Candidate Statement

A high-energy banking sales leader who can build a cluster-wide current-account franchise—not merely open accounts. The successful candidate will create transaction-active, balance-building, profitable client relationships by combining market-led acquisition, disciplined team execution, digital and payment solutions and deep promoter-level engagement.

Location:

Kolkata-DBIL

Job:

Relationship Management

Schedule:

Regular

Employee Status:

Full time