RSM - Unsecured Salaried - Aurangabad

Aditya Birla Capital

Maharashtra

On-site

INR 900,000 - 1,300,000

Full time

14 days+

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Job summary

Aditya Birla Finance Limited invites an experienced Regional Sales Manager – Personal Loans to lead the regional growth and execution. The role focuses on expanding channels, strengthening relationships, and setting operational plans for the region in alignment with the zonal objectives.

The incumbent will drive growth by mentoring ASMs/SMs, ensure end-to-end PL transactions, and collaborate with Risk to maintain credit quality and compliant operations.

Qualifications

Postgraduate with 12-15 years total sales experience, of which 6-8 years in unsecured lending.
Experience managing multiple regional sales operations for last 3-5 years.
Strong leadership, strategy execution and stakeholder management.

Responsibilities

Identify PL growth opportunities at regional level, drive channel expansion and new account acquisition strategies to achieve Personal objectives.
Envisage PL growth & cascade targets to implement sales strategies.
Augment the Personal volumes of Personal Loans, manage ABG ecosystem, channel databases and tap them through existing relationships.
Drive relationships with key clients, faster TAT and cross selling initiatives to increase the client base of the Region.
Drive dual focus on sales volume and value through the team.
Monitor MIS and portfolio trends; coordinate with Risk to ensure credit quality.

Skills

Personal acumen

Team management

Communication

Strategy execution

Channel partner management

Vendor management

Operations integration

Controlling skills

Education

Postgraduate with 12-15 yrs total sales experience, unsecured lending

Job description

To execute the Personal objectives for the region in line with the Zonal Personal Loans segment objectives of book size, profitability, portfolio management, etc. in consultation with the Zonal Head – Personal Loans
To deliver on the regional strategy in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and set Personal objectives and operational plans for the regional 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 Personal targets for PL segment at a regional level
To grow Personal penetration in the region by directing and building the capability of ASMs and SMs, and ensure cascade of plans and strategies down the line
To ensure the end to end management of PL transactions in the region 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 Personal results
Dimensions

Job Title

RSM – Personal Loans

Function

Retail Lending

Department

Retail Lending

Reporting To

Zonal Head - Personal Loans

Superior’s Superior

National Head – Personal Loans

Unit

Aditya Birla Finance Limited

Location

Mumbai

Personal

Financial Services

Date

2018

The Purpose Of This Job Is

To execute the Personal objectives for the region in line with the Zonal Personal Loans segment objectives of book size, profitability, portfolio management, etc. in consultation with the Zonal Head – Personal Loans
To deliver on the regional strategy in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and set Personal objectives and operational plans for the regional 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 Personal targets for PL segment at a regional level
To grow Personal penetration in the region by directing and building the capability of ASMs and SMs, and ensure cascade of plans and strategies down the line
To ensure the end to end management of PL transactions in the region 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 Personal results
Dimensions

What are the areas (in quantitative terms) the job has an impact on?

Manpower (Nos.)

Management

5-6

ASMs

Staff

Worker

Contract

Total

Other Relevant Parameters

(Capacity/ Volumes/ Budget)

Book Size

INR 1620 Cr

Number of

Customer

Acquisitions

7364

Sales Process

TATs

100%

NPA %

Profitability

Enabling Skill Sets & Qualifications

Critical skill sets required to meet these challenges include Personal acumen, strong team management and communication, strategy execution skills, deep product-market understanding, channel partner & vendor management, and operations integration & controlling skills.
Education & experience required to fulfill this profile are a postgraduate with minimum 12 - 15 yrs of total sales experience of which at least recent 6-8 yrs experience should be in unsecured lending and at least managing multiple Regional sales operations for last 3 to 5 yrs.
Principal Accountabilities

Accountability

Supporting Actions

Personal Growth & Profitability Management

Identify PL growth opportunities at a Regional level, drive channel expansion and new account acquisition strategies to achieve Personal objectives
Envisage PL growth & cascade targets to implement sales strategies
Augment the Personal volumes of Personal Loans, manage ABG ecosystem, channel databases and tap them through existing relationships
Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Region
Drive dual focus on sales volume and value (higher yield and margins) through the team
Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc., communicate to ZSM as well as down the line, and drive appropriate actions through the team

Operational Effectiveness

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
Monitor SLAs, sales efficiencies and RoI of channels

Distribution & Market Expansion

Effectively deploy schemes and prioritize sales of high revenue products and structures
Conduct engagement programs and sales trainings to develop teams and channel partners

Risk Management

Drive compliant Sales Operations and sound risk management via partnership with Risk team
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

Team and Internal Stakeholder Management

Guide and develop ASMs to facilitate better channel management, customer acquisition and support, and help them to achieve superior performance standards
Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives
Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination
Job Purpose of Direct Reports

Area Sales Managers – Personal Loans

Responsible for building the book size for own region of coverage and developing the Personal Loans 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 Personal objectives; to work closely with Regional Head and operationalize end to end Unsecured lending transactions with superior product delivery while ensuring credit quality of new acquisitions

Relationships (If Applicable)

Internal Frequency Nature

ASMs – Personal Loans

HR dept

IT dept

Risk dept

Operations dept

Daily

Need Based/ Process Driven

Need Based

Daily

Reviewing & driving channel expansion, sales strategies, client escalation cases