Territory Sales Manager-Kanpur

Organizational Context

As the debt arm of Aditya Birla Capital (ABC) Aditya Birla Finance Limited (ABFL) offers specialized lending and financing solutions in the areas of Capital Markets Corporate/ Trade Finance Commercial Real Estate Mortgages Unsecured Lending Digital Lending & Wealth management. Currently ranked within the top 5 NBFCs of India we have made significant progress and our balance sheet would be at INR 60000 Cr plus by 2020 and would exceed that of several mid-sized Banks and NBFCs.

A well-established brand and top 3 player in the Capital Markets space today our product suite comprises of a well-diversified look with equal weightage and focus given to the 6 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line sustainable profitability continues to be the key management agenda.

Key Aspects:

Job Context

Key Aspects:

oThe Direct Unsecured-Self Employed product line caters to funding short term and medium term working capital needs of individuals businesses professionals via a suite of customized short and long tenured products without any security/ collateral.

oOffering comprises Unsecured loans self employed individuals/ non-individual entities / professionals with end use of funds (working capital requirement business expansion etc.) to be ascertained during the loan appraisal process

oThe business is highly retail in nature characterized by high transaction volumes smaller ticket sizes and significantly higher spread and profit margins (up to four times that of Secured Lending products)

oGiven the unsecured nature of loans disbursed the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times

oWhile unit of sizing up the business is its loan book size profitability and minimized delinquency are key business objectives.

oHigher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers

oUnderstanding of product market characteristics such as referral relationship management region specific occupations/trade local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.

oThe Relationship Manager is responsible for operationalizing business transactions and liaises with end customers in his/her area to maximize disbursals profit growth & customer service objectives.

oKey Challenges

oTo deliver on operational plan in the assigned coverage area in a differentiated manner considering local factors market dynamics and consumer preferences that can withstand competitive pressures on the ground

o Tomeet business volume/ value targets while keeping abreast with and overcoming competitor product offerings and customer schemes

Sales Growth & Client Acquisition

oIdentify and execute sales growth opportunities at a local/ area level driving referral and professional loan expansion and new account acquisition

oDeliver on sales targets by building strong relationships in the local network

oSegment the market and identify potential direct clients approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business

oCarry out regular meetings and sales calls with prospective clients on a regular basis to source business

oAugment the sales volumes of Unsecured lending manage channel databases and tap them tactically to ensure healthy sales pipeline

oDrive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base

Operational Effectiveness

o Work with dual focus on sales volume and value (IRR)

o Track & ensure SLA adherence sales efficiencies and RoI

o Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

Distribution & Market Expansion

o Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures

o Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment

o Engage with Local Network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues appropriately for timely resolution

Customer Servicing & Relationship Management

o Coordinate with risk and operations teams to execute robust customer friendly loan approval and booking processes

o Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring compliant operations

o Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same

o Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs

Risk Management

o Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team

o Ensure closure of deal documentation and credit administration requirements including opening of escrow accounts for receivables lending in line with regulatory and financial controls requirements

o Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance

o Proactively identify and report risks in order to ensure portfolio quality is maintained

o Liaise with the channel partners customers and the risk team on specific escalation cases

Internal Stakeholder Management

o Partner with peer RMs to overcome challenges and support sales growth via effective channel management customer acquisition

o Proactively build and maintain relationships with key internal stakeholders (E.g. Operations Risk Management) for smooth and efficient transactions and issue resolution