Relationship Manager

 vijay.saini4@adityabirlacapital.com - please share resume to mail Job Context amp Major Challenges Write the specific aspects of the job that provide a challenge internal and external to the jobholder in the context of the BusinessUnitFunctionDepartmentSection Max CharactersOrganizational ContextKey AspectsAs the debt arm of Aditya Birla Capital ABC Aditya Birla Finance Limited ABFL offers specialized lending and financing solutions in the areas of Capital Markets Corporate Trade Finance Commercial Real Estate and Mortgages Currently ranked within the top NBFCs of India ABFL has made significant progress and the Companys balance sheet at INR Cr plus exceeds that of several midsized Banks and NBFCsThe company has a welldefined vision of being one of the most reputed and material financiers within the lending space spread across Retail HNI and corporate clientele It has made significant investments in process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO across all business processes Spread across cities it plans on further diversifying its risk and revenue mix through expansion into new geographies and new product segments allowing customers a onewindow shop for all their financing needsHaving focused traditionally on secured lending verticals and built a strong balance sheet on the same ABFL has ventured into Secured Micro Loan Business segment in order to effectively capitalize on its financial base with carefully managed exposures in this higher yield and profit segmentJob ContextKey AspectsThe Secured Micro Loan Business segment product line caters to funding short term and medium term working capital needs of Small Businesses and individuals via a suite of customized short and long tenured products with collateralOfferings comprise Secured Micro Loan to selfemployed individuals nonindividual entities with end use of funds Working capital requirement business expansion etc to be ascertained during the loan appraisal process Job Context amp Major Challenges Write the specific aspects of the job that provide a challenge internal and external to the jobholder in the context of the BusinessUnitFunctionDepartmentSection Max CharactersThe business is highly retail in nature characterized by high transaction volumes smaller ticket sizes and significantly higher spread and profit margins up to four times that of Secured Lending productsGiven the Secured Micro Loan nature of loans disbursed the business also entails stringent controls and monitoring to ensure portfolio health and quality at all timesWhile unit of sizing up the business is its loan book size profitability and minimized delinquency are key business objectivesHigher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customersUnderstanding of product market characteristics such as connector relationship management region specific occupationstrade local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leadsThe RORM ABFL is responsible for achieving sales targets as agreed with the Area Head Sales ABFL in terms of targeted book size profitability growth amp customer service objectivesKey ChallengesTo deliver on operational plan in the assigned coverage area in a differentiated manner considering local actors channel dynamics and consumer preferences that can withstand competitive pressures on the groundTo grow the business while remaining cognizant of competitive realities in the following areasMarket linked productMarket average IRR amp processing fee levelsTo originate and increase market share in assigned coverage area against stiff competition overcoming competitive pressures borne out of better established networks price undercutting etcTo establish a strong local network and leverage the same to generate business leads and also identify opportunities for cross sell with existing customersTo constantly upgrade financial amp operational know how of self and team members on efficient loan processing effective negotiation and relationship building for maintaining credibility and profitable target achievementTo keep abreast with the latest market trends and local market preferences and needsTo ensure loan conversion sanction utilization percentages are high and a broad enough sourcing funnel is built to meet targetsTo ensure credit quality and effective portfolio selection prescreening thereby minimizing potential NPAsTo ensure compliant sales operations despite sales pressures and market cyclesEnabling Skill Sets amp QualificationsCritical skill sets required to meet these challenges include business and commercial acumen team management and communication execution skills productmarket understanding and execution skillsEducation amp experience required to fulfil this profile are a graduate with minimum yrs of total sales experience in the Banking NBFC space of which at least recent Year experience should be in Microaffordable loan sales 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 key result areas Maximum KRAs can be updatedKey Result Areas Max Characters Supporting Actions Max CharactersSales Planning amp OperationsWork with Area Head and plan sales operations for achieving targets including crosssell considering competitive forces and local trendsScan the local market and competitive offerings on a periodic basis to adapt sales efforts accordinglyProvide data for and compile periodic MIS reports for disbursements NPAs target achievement etcCustomer Acquisition EngagementWork on assigned and identified prospects list for client relationship origination and maintenance activities interacting with groundlevel client stakeholdersUnderstand and communicate understanding of product characteristics and benefits to end customers effectively in order to enhance effectiveness of sales effortsAttend to customer complaints effectively escalating critical cases to Area Head as requiredOperational EffectivenessExecute operations efficiently across the Customer Lifecycle Sourcing Approval Servicing CollectionsEnsure adequate focus on different distribution channels working with Manager for interfacing with senior stakeholders complex casesImplement prescribed processes and best practices to enhance operational effectiveness productivity and sales performanceSelfDevelopment amp Internal Stakeholder ManagementAttend relevant technical and behavioral trainings seminars and work on selfdevelopment initiativesCoordinate with internal stakeholders for smooth operations and alignment towards achievement of targetsPortfolio amp Risk Management Work with the Risk Operations and Sales Governance team members to ensure adherence to risk management and control mechanismsEnsure compliant sales operations and sound risk management in daytoday operationsCompile and ensure systematic accurate MIS on NPAs and credit trends providing inputs on factors impacting portfolio quality Job Purpose of Direct Reports Describe the job purpose of the direct reports to the job in lines for each reportNA Relationships Describe the nature and purpose of most important contacts or relationship except superiorteam members with individuals departments organizations inside and outside of the organization that job is required to interact with in order to deliver the job objectivesRelationship Type Max CharactersFrequencyNature Max CharactersInternalArea HeadWeekly DailyBusiness MIS review on new market development progress on objectives client escalations Relationships Describe the nature and purpose of most important contacts or relationship except superiorteam members with individuals departments organizations inside and outside of the organization that job is required to interact with in order to deliver the job objectivesCredit OfficerOther Support functionsDaily Need Based Process DrivenLogin amp sanction approvals Backend systems supportExternalExisting and Prospective customers Daily Need Based CRM amp understanding the need of new products positioning changes 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 positionTerritory HeadBranch ManagerRelationship Officer Relationship ManagerSIGNOFF 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 recordJob HolderReports to ManagerNameSignature Needed for the hard copy