Job Description
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Job Description
Job Purpose
To execute the business objectives for the area in line with the regional Small Ticket Secured Loans segment objectives of book size, profitability, portfolio management, etc. in consultation with the Regional Sales Manager – Small Ticket Secured Loans
To deliver on the area strategy in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and set business objectives and operational plans for the area organization.
To act as a point of escalation for specific cases, fraud alerts, customer complaints or exception handling and support the removal of bottlenecks for the achievement of business targets for Small Ticket Secured Loans segment at an area level
To grow business penetration in the area by directing and building the capability of SMs, and ensure cascade of plans and strategies down the line
To ensure the end to end management of Small Ticket Secured Loans business transactions in the area with superior product delivery, and to monitor the credit quality of new acquisitions with compliant sales operations & partnership with Risk team
To develop and manage the regional team to ensure motivation and focus towards achieving business results
Job Context & Major Challenges
Job Context: Job Challenges:
Aditya Birla Finance Limited (ABFL), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company (“NBFC”) and is amongst the top five largest private diversified NBFCs in India based on AUM.
For the FY ended 31st March 2020, ABFL has a lending book of Rs. 47,075 crores, net PAT of Rs 821 Crores and net worth of 8,078 crores. The Net Interest Margin expanded by 38 bps y-o-y to 5.29% and operating profit is growing at 16% y-o-y. ABFL’s long-term credit rating of AAA (Stable) has been reaffirmed by ICRA. ABFL also has long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA & India Ratings
To build the area business in line with the adopted regional strategy, i.e. starting with limited team strength/ depth and growing with expanding business operations and performance
To build and grow the business while remaining cognizant of competitive realities in the following areas:
Market linked product
Market average IRR & processing fee levels
Market average DSA pay-outs
To originate and develop market share in Tier-I and II locations within the area, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction
To drive dual focus on growing volume and ensuring sourcing quality, given nature of the customer profile (individuals/ MSMEs)
To constantly upgrade financial & operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement
To keep abreast with latest market trends through focused market intelligence, as well as regulatory changes for inputs on requisite amendments to policies, processes, etc.
To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs
Key Result Areas
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | Business growth through Channel Management - Effectively grow and leverage the channel network in Area to ensure meeting of topline & bottom line targets Channel types Direct Sales Agents Online aggregators Internal sources that provide qualified leads like marketing department | Explore & identify potential channel partners in Area Evaluate potential channel partners in Area Meet & negotiate terms of engagement with potential channel partners in lines with business potential Onboard the channel partners Constantly engage with & activate key area level channel partners while ensuring targeted ROEs for the channel partners Implement engagement programs & sales training to develop channel partners Monitor SLAs, sales efficiencies and ROI of channels |
| KRA2 | Business growth through Customer Acquisition- Ensure customers are acquired by selling STUL towards meeting topline targets | Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives Cascade goals to Sales Managers; Set weekly targets with Sales Managers Conduct weekly review of Sales Managers Meet customers along with channel partners Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines Ensure smooth coordination of team with internal stakeholders to process the applications Negotiate commercial terms Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources |
| KRA3 | Disbursal & MIS - Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Area | Ensure smooth coordination of team with vendors for timely submission of relevant customer documents Ensure smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal Ensure completion of the transaction of team with customer with appropriate documentation Collate Area level Sales MIS & circulate |
| KRA4 | Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes | Gather market intelligence personally and push team to do the same Carry out competition benchmarking Share with Regional Head the above along with recommendations for improvements in process, pricing, policy etc |
| KRA5 | Portfolio quality & Risk Management -Maintain quality of portfolio to minimize NPAs | Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends Review over due account on a daily basis in the Area Ensure interventions by team to ensure collection for initial overdue accounts on timely basis Ensure collaboration by team with Collection teams for remaining over due cases & ensure collection on a timely basis |
| KRA6 | Profitability-Implement measures to ensure profitability of Area | Focus on sales volume and value (higher yield and margins) through the team in the Area by right pricing, cross selling, processing fees Implement all cost management initiatives on a timely & accurate basis |
| KRA7 | Process Efficiency & Operational Effectiveness - Drive process improvements to ensure process efficiencies in the Area | Ensure process adherence by team for pre & post sourcing processes Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements |
| KRA8 | People Management – Develop a productive team by recruiting, training, motivating and retaining team members; Develop relationship with internal stakeholders | Recruit on a timely basis Implement training plans Complete regular performance reviews and feedback Motivate and ensure retention of team Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination |
3 - 10 years
Diploma
Mortgages - Emerging
ABC Digital Ltd.
