Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD 

1)  Job Purpose: Write the purpose for which the job exists (in 2-3 lines) 

o             To deliver on area/ local strategy for the Unsecured Business segment in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and work towards achievement of sales targets and operational plans.

o             To proactively address customer/ DSA issues and escalate cases (e.g. fraud alerts, customer complaints or exception handling) as required for smooth operations; work on removal of bottlenecks for the achievement of targets for Unsecured Business segment at the area/ local level

o             To grow the penetration of the business by actively partnering, negotiating and building relationships with the DSA network

o             To take ownership for end to end Unsecured business transactions in assigned area of coverage ensuring efficient internal operations

o             To execute superior product delivery and ensure credit quality of new acquisitions with compliant sales operations & coordination with Risk team

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.

Business Context

The strategy is to grow ABFL aggressively in the retail space, through scale-up of existing lines of business while realizing new business development opportunities. There is also an increased focus on using digital ecosystems as a competitive advantage. The business is characterized by high transaction volumes and smaller ticket sizes. Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times. Cost of funding and competitiveness of loan rates are important drivers of profitability in this space.

Key Challenges

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

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

o             To increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.

o             To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers

o             To proactively build new and nurture existing DSA relationships keeping in mind immediate and longer term business interests, and considering the phased manner of team size expansion

o             To constantly upgrade financial & operational know how on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement

o             To keep abreast with the latest market trends and local market preferences and needs

o             To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets

o             To ensure credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs

o             To ensure compliant sales operations despite sales pressures and market cycles

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

1. Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition
2. Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
3. Segment 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
4. Carry out regular meetings and sales calls with prospective clients on a regular basis to source business
5. Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
6. Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
7. Track and report on sales operations and productivity metrics, and work towards building a high-performance sales culture

Actively participate in initiatives and contests driven by Business Development teams

1. Work with dual focus on sales volume and value (IRR)
2. Track & ensure SLA adherence, sales efficiencies and RoI
3. Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well

Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc. and communicate to ZSM/ ASM as well as down the line

1. Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competitive pressures
2. Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment

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

1. Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes
2. Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring complaint operations
3. Ensure customer queries/ complaints are addressed in a timely and effective manner and coordinate personally to expedite the same

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

1. Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team
2. 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
3. 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
4. Proactively identify and report risks in order to ensure portfolio quality is maintained

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

1. Partner with peer SMs to overcome challenges and support sales growth via effective channel management, customer acquisition

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

5)  Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Relationship Type

Frequency

Nature

ZSM/ ASM – Unsecured

Peer SMs – Unsecured

HR dept

IT dept

Risk dept

Operations dept

Weekly

Need Based

‘

Need Based/ Process Driven

Need Based

Daily

Daily

Business MIS, review on new market development, progress on objectives, client escalations

Supporting channel expansion, sales strategies, client escalation cases

Performance Reviews, Training

Back-end/ systems support

Proposal evaluations, portfolio monitoring

Client servicing issues, TAT reviews

Existing and Prospective customers

Channel partners (Zonal DSAs/ Representatives)

Weekly/ Need Based

Fortnightly/ Need based

CRM & understanding the need of new products/ positioning changes

Product and business development initiatives

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.