Relationship Manager - ABG

Aditya Birla Capital; Telangana; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Aditya Birla Capital is seeking a high-impact sales professional to build and manage a pipeline of large enterprise/MSME opportunities in Supply Chain Finance. You will drive revenue targets, nurture relationships with customers and channel partners, and coordinate with risk, operations, product and customer success teams to ensure efficient loan approvals and booking.

Focus areas include market segmentation, digital lending offerings, and strategic account management, with active participation

Responsibilities

• Build and maintain a pipeline of new business opportunities with large enterprises/MSMEs relating to Supply Chain Finance
• Deliver on sales targets and KPIs by building strong relationships with customers and channel partners, and provide regular updates on sales performance and pipeline health
• Maintain organizational goals on portfolio ROE and quality
• Segment the market and identify potential direct clients, approach them and generate business through customized digital lending offerings that meet client requirements
• Establish strong relationships with key stakeholders and decisionmakers within strategic accounts
• Upsell and cross-sell in Key Accounts
• Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competition
• Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
• Engage with regional network and execute the touch point management system for faster customer connectivity and loan processing-disbursement; escalate issues as needed
• Attend industry events and conferences to promote our solutions and develop new business relationships
• Coordinate with risk, operations, products & customer success teams to execute robust, customer friendly loan approval and booking processes
• Recommend improvements to operating procedures and tools to enhance customer experience through reduced processing TATs while ensuring compliant operations
• Ensure customer queries/ complaints are addressed timely and coordinate to expedite the same
• Leverage close direct customer relationships to carry out post sanction surveillance and generate early warning signals on NPAs
• Execute compliant sales operations in line with risk management principles via coordination with Risk team
• Ensure closure of deal documentation and credit administration requirements
• Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of unsecured loan transactions
• Liaise with channel partners, customers and risk team on escalation cases
• Proactively build and maintain relationships with internal stakeholders (Risk, Operations, Product, Tech, Customer Success) for smooth transactions and issue resolution
• Drive faster processing times through effective loan sanctioning by building strong relationships with internal stakeholders
• Partner with peer KAMs/RMs to overcome challenges and support sales growth

Job description

Key Result Areas

• Build and maintain a pipeline of new business opportunities with large enterprises/MSMEs relating to Supply Chain Finance
• Deliver on sales targets and KPIs by building strong relationships with customers and channel partners, and provide regular updates on sales performance and pipeline health
• Maintain organizational goals on portfolio ROE and quality
• Segment the market and identify potential direct clients, approach them and generate business through customized digital lending offerings that meet client requirements
• Establish strong relationships with key stakeholders and decisionmakers within strategic accounts

Supporting Actions

Sales Growth & Client Acquisition

• Build and maintain a pipeline of new business opportunities with large enterprises/MSMEs relating to Supply Chain Finance
• Deliver on sales targets and KPIs by building strong relationships with customers and channel partners, and provide regular updates on sales performance and pipeline health
• Maintain organizational goals on portfolio ROE and quality
• Segment the market and identify potential direct clients, approach them and generate business through customized digital lending offerings that meet client requirements
• Establish strong relationships with key stakeholders and decisionmakers within strategic accounts

Distribution & Market Expansion

• Upsell and Cross-sell in Key Accounts
• Develop and strengthen distribution network through liaising and networking efforts considering product positioning and competition
• Scan the market and its competitive offerings on a periodic basis; report on emerging trends and business opportunities for the unsecured segment
• Engage with regional network and execute the agreed touch point management system for faster customer connectivity and loan processing-disbursement; escalated issues appropriately for timely resolution
• Attend industry events and conferences to promote our solutions and develop new business relationships

Customer Servicing & Relationship Management

• Coordinate with risk, operations, products & customer success 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 compliant 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
• 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
• 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

• Proactively build and maintain relationships with key internal stakeholders (Risk, Operations, Product, Tech, Customer Success) for smooth and efficient transactions and issue resolution
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand customer and channel base
• Partner with peer KAMs/RMs to overcome challenges and support sales growth