RTFX-Territory Sales Head

Job Title

RTFX - Territory Sales Head (TSH)

Business Unit

Retail Trade and Forex

Reporting To

RTFX - Regional Sales Head

Job Function and Role Type

Sales / Product / Business Planning, Supervisory

Version No

2.0

Job Purpose

Drive and manage a team of Area Sales Heads (ASH) and Trade and Forex Sales Managers (TFSM) to achieve income targets. Develop and maintain strong relationships with Branch Banking supervisors and Trade Ops teams to ensure smooth operations and business growth.

Key Responsibilities

Business Targets

Ensure Business Targets responsibilities are completed.

Unique Trade Customer (UTC) Acquisition

Ensure branches meet new trade customer acquisition targets.

Monitor UTC quality and income benchmarks for corrections.

Activation, Retention and Increasing Wallet Share

Retain existing Trade and Forex customers.

Increase wallet share through compliant, time-bound solutions.

Business Development

Guide and support ASHs/TFSMs to achieve daily income targets.

Review performance, identify gaps, and finalize action plans.

Resolve branch and customer issues related to RTFX products.

Approve customer-specific pricing and credit risk proposals.

Identify potential Trade and Forex segments for business growth.

Launch local contests and support central campaigns.

Enhance RTFX product visibility through marketing promotions.

Ensure Adherence to RTFX Sales Process

Ensure ASHs/TFSMs follow prescribed sales processes.

Review daily sales reports and track lead closures.

Conduct branch visits and customer meetings for business gaps.

Product Knowledge

Address non-standard customer requirements with senior teams.

Disseminate product and regulatory changes.

Conduct training on new systems, workflows, and regulations.

Risk Mitigation, Monitoring and Portfolio Quality

Review and approve site visit reports for customer onboarding.

Monitor deferrals, exceptions, and recoveries for compliance.

Analyze audit reports to improve training and operations.

Human Resources Management

Identify and hire suitable staff in coordination with HR.

Motivate and retain team members through guidance and feedback.

Training and Capacity Building

Identify knowledge gaps and train ASHs/TFSMs on RTFX products.

Disseminate regulatory updates and conduct periodic training.

Education:

MBA in Finance or Marketing.

Certifications:

CDCS, CITF, CTF.

Key Competencies

Leadership and influencing skills, strong communication, product and process knowledge, business potential identification, team management.

Major Stakeholders

Customers, Branch Banking Team, Trade Operations, RTFX Product Team, Treasury, Compliance, Credit & Market Risk.

HDFC Bank is one of India’s leading private banks. The Housing Development Finance Corporation Limited or HDFC Ltd was among the first financial institutions in India to receive an “in principle” approval from the Reserve Bank of India (RBI) to set up a bank in the private sector. This was done as part of RBI’s policy for liberalization of the Indian banking industry in 1994. HDFC Bank was incorporated in August 1994 in the name of HDFC Bank Limited, with its registered office in Mumbai, India. The bank commenced operations as a Scheduled Commercial Bank in January 1995. As of March 31, 2026, the Bank’s distribution network was at 9,689 branches and 21,172 ATMs across 4,175 cities / towns as against 9,455 branches and 21,139 ATMs across 4,150 cities / towns as of March 31, 2025. 50% of the branches are in semi-urban and rural areas. In addition, the Bank has 14,400 business correspondents, which are primarily manned by Common Service Centres (CSC). The Bank’s international operations comprise five branch