Location Manager - Retail Secured - Sangli

Aditya Birla Capital; Maharashtra; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Aditya Birla Finance Ltd., a subsidiary of Aditya Birla Capital, seeks an Area Sales Manager - STSL to drive retail secured lending growth across Pan India. The role emphasizes expanding the DSA network, acquiring new clients, and delivering quality credit with strong governance.

You will work with Regional Sales Managers to ensure end-to-end loan processing and profitable targets. The position requires leadership in sales, market development and collaboration with cross-functional teams to

Responsibilities

• Drive sales growth by expanding DSA network and acquiring new direct clients.
• Structure secured lending offerings to meet client requirements while ensuring profitability and credit quality.
• Improve operational efficiency by tracking SLA adherence, ROI and disbursement metrics; suggest process improvements.
• Coordinate with Regional Sales Managers to execute end-to-end secured lending transactions with quality delivery.

Job description

Job Purpose

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

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

• Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

Figures in Rupees Crores

Dimension (FY 21)

STSL

1. Disbursements
2. 50
3. Avg. ROI
4. 14.50%
5. Fee Income
6. 1.45%
7. Cross Sell
8. 1.10%
9. 12 MOB Front End Resolutions
10. 95.00%

• Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section ( (Max 3975 Characters)

Organization Context

Aditya Birla Finance Limited ("ABFL") is a lending subsidiary of Aditya Birla Capital Limited. ABFL is registered with RBI as a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC). ABFL is one of the top private diversified NBFCs in India. As of 31-Dec’20, ABFL has a pan-India presence with 91 branches and a lending book of Rs. 45,560 Crores.

ABFL offers end-to-end lending solutions to a diverse set of customers - Retail, HNI, MSMEs, and Mid & Large Corporates through secured as well as unsecured loan products. The diverse range of lending products includes Retail Small Ticket Secured and Unsecured Loans, Unsecured Personal Loans, Unsecured Business Loans, Health & Education Loans, Digital B2B2C and B2B2B Small Ticket Loans, Small Business Secured Loans, Loans Against Property (LAP), Lease Rental Discounting (LRD), Construction Finance (to Real Estate Developers), SME Loans, Capital Markets Loans (Loan Against Shares), Supply Chain Finance, Mid and Large Corporate Loans, and Infrastructure Finance loans. ABFL also has a Wealth Management division.

ABFL is rated “AAA” by India Ratings, ICRA and CARE (reaffirmed in 2020). ABFL secured the ABG Business Excellence Award in 2017 (Silver), and 2015 (Bronze), and multiple other Awards on forums like CII.

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 entailed 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

• 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: 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)- Maximum 10 KRAs can be updated

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