Location Manager - Retail Secured - Kolhapur

Aditya Birla Capital; Maharashtra; On-site; INR 900,000 - 1,200,000; Full time

Job summary

Aditya Birla Finance Ltd. is seeking an Area Sales Manager - STSL to lead Secured Lending growth across Pan India. You will build a robust regional book, drive DSA engagement, and implement strategies to increase market share while maintaining credit quality.

The role entails coordinating with Regional Sales Managers and delivering end-to-end secured loan transactions with strong product delivery. You will work with cross-functional teams to optimize processes, manage relationships with DSAs,

Qualifications

• Responsible for building the book size for own area of coverage and developing the Secured segment with a robust, balanced portfolio in line with assigned targets.
• Devise & execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives.

Responsibilities

• Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition.
• 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.
• Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes.
• Augment the sales volumes of Secured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline.
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base.
• Track & 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.

Job description

Business

Financial Services

Unit

Aditya Birla Finance Ltd.

Location

Pan India

Poornata Position Number of the job

Reports to: Poornata Position Number

Poornata Position Title of the job

Area Sales Manager - STSL

Reports to: Poornata Position Title

Regional Sales Manager - STSL

Function

Sales

Reports to: Function

Sales

Department

Secured Lending

Reports to: Department

Secured Lending

Designation Of The Employee

Area Sales Manager - STSL

Designation Of The Manager

Regional Sales Manager - STSL

Date of writing/ Updation of JD

25 th March 2021

Job Purpose: Write the purpose for which the job exists (in 2-3 lines) ( Max 1325 Characters)

Responsible for building the book size for own area of coverage and developing the Secured segment with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement, market share enhancement and achievement of business objectives; to work closely with Regional Sales Managers and operationalize end to end Secured lending transactions with superior product delivery while ensuring credit quality of new acquisitions

Job Purpose: Write the purpose for which the job exists (in 2-3 lines) ( Max 1325 Characters)

Dimension (FY 21)

STSL

Disbursements 50 Avg. ROI 14.50% Fee Income 1.45% Cross Sell 1.10% 12 MOB Front End Resolutions 95.00%

Key Challenges

• To ensure a zonal strategy that is differentiated and innovative, considering regional factors and consumer preferences, and that can withstand competitive pressures, especially given ABFL’s late entry into Secured lending
• To build and grow the business and to ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
• 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 compliant sales operations despite sales pressures and market cycles

Key Result Areas ( Max 1325 Characters)

Supporting Actions ( Max 1325 Characters)

Sales Growth & Client Acquisition

• Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition
• 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
• Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes
• Augment the sales volumes of Secured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base
• Track & 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

Operational Effectiveness

• Work with dual focus on sales volume and value (IRR) through the team
• Track & ensure SLA adherence, sales efficiencies and RoI
• 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 as well as down the line

Distribution & Market Expansion

• Develop and strengthen distribution network through liaising and networking efforts, considering product positioning and competitive pressures
• Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the secured segment
• Engage with DSA channel network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; elevate issues appropriately for timely resolution

Customer Servicing & Relationship Management

• Coordinate with risk and operations teams to execute robust, customer friendly loan approval and booking processes
• Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while simultaneously ensuring complaint operations
• 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

Risk Management

• Execute compliant Sales Operations and work in line with risk management principles via coordination with Risk team
• 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
• Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the secured loan transaction and raising potential alarm cases in advance
• 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

Internal Stakeholder Management

• Partner with peer ASMs/ SMs and reporting SMs (if any) 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
• Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Sales Managers – STSL: To deliver on area/ local strategy for the Secured 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.

Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives

Relationship Type Frequency Nature

Internal

• RSM - Secured
• Reporting SMs – Secured
• HR dept
• IT dept
• Risk dept
• Operations dept
• Weekly
• Daily
• ‘
• Need Based/ Process Driven
• Need Based
• Daily
• Daily
• Business MIS, review on new market development, progress on objectives, client escalations
• Reviewing & driving channel expansion, sales strategies, client escalation cases
• Performance Reviews, Training
• Back-end/ systems support
• Proposal evaluations, portfolio monitoring
• Client servicing issues, TAT reviews

External

• Existing and Prospective customers
• Channel partners (DSAs)
• Daily/ Need Based
• Daily
• CRM & understanding the need of new products/ positioning changes
• Product and business development initiatives