Relationship Officer

Key Aspects: ·      Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9th July 2014 and has aggressive growth plans. ·      ABHFL has grown at a steady rate while reporting good asset quality despite challenges in the operating environment. While the industry is dominated by five large groups, there has been an emergence of segments like Affordable and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to maintain their share in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of HFCs in the country. ·      The ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie-ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with both of these having very different preferences and needs. Job Context Key Aspects: ·      Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management. ·      While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives. ·      Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients ·      For retail customers, identifying and acting on relevant needs in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability ·      For institutional/ builder customers, understanding and addressing business needs via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage ·      The Relationship Officer (Direct) – ABHFL is responsible for achieving sales targets through the direct channels as agreed with the Sales Manager (Direct) and ASM, in terms of targeted book size, growth & customer service objectives. Key Challenges ·      To execute sales operations to achieve assigned targets ensuring adequate sourcing funnel and considering local factors, such as competitor presence, existing relationships, new prospect opportunities, etc. ·      To liaise with ground-level client stakeholders for relationship origination and maintenance, focusing energies on key clients/ prospects and escalating cases as required ·      To upgrade financial & operational know how on market/ local trends, effective negotiation and relationship building, and efficient loan processing for strengthening customer relationships while ensuring portfolio health and profitability ·      To check credit quality via effective portfolio selection/ pre-screening, and work with Risk team members to minimize potential NPAs while driving efficient sales operations ·       To ensure compliant sales operations at all times, despite sales pressures and market cycles Enabling Skill Sets & Qualifications ·      Critical skill sets required to meet these challenges include commercial acumen, communication, product-market awareness, and execution skills. ·      Education & experience required to fulfil this profile are a graduate with 2 - 4 yrs of sales experience in the Banking/ NBFC space.