Sales Manager - Personal Loan

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

The purpose of this job is:

• To deliver on area/ local strategy for the Unsecured Business segment in terms of target

segments, strengthening existing relationships and setting up new channels for market

penetration, and work towards achievement of sales targets and operational plans.

• To proactively address customer/ DSA issues and escalate cases (e.g. fraud alerts, customer

complaints or exception handling) as required for smooth operations; work on removal of

bottlenecks for the achievement of targets for Unsecured Business segment at the area/ local

level

• To grow the penetration of the business by actively partnering, negotiating and building

relationships with the DSA network

• To take ownership for end to end Unsecured business transactions in assigned area of

coverage ensuring efficient internal operations

To execute superior product delivery and ensure credit quality of new acquisitions with compliant sales

operations & coordination with Risk team

3) 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)

Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs

of India, ABFL has made significant progress and the Companys balance sheet at INR

15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.

• The company has a well-defined 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 9001:2008

across all business processes. Spread across 18 cities, it plans on further diversifying its risk

and revenue mix through expansion into new geographies and new product segments

allowing customers a one-window shop for all their financing needs.

• Having focused traditionally on secured lending verticals and built a strong balance sheet on

the same, ABFL has ventured into Unsecured Business segment in order to effectively

capitalize on its financial base with carefully managed exposures in this higher yield and profit

segment.

Job Context

Key Aspects:

• The Unsecured Business segment products 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, without any security/ collateral.

• Offerings comprise unsecured loans to salaried individuals/ self-employed individuals/ non-

individual entities, with end use of funds (Medical emergency, Marriage, working capital

requirement, business expansion etc.) to be ascertained during the loan appraisal process

• The 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 products)

• Given the unsecured nature of loans disbursed, the business also entails stringent controls

and monitoring to ensure portfolio health and quality at all times

While unit of sizing up the business is its loan book size, profitability and minimized

delinquency are key business objectives.

• Lending in the Unsecured segment takes 2 forms Personal Loans and Business Loans,

both of which leverage the ABG ecosystem and channel partners for the major share of

business.

• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can

be offered to customers

• Understanding of product market characteristics such as channel relationship management,

region specific occupations/trade, local financial preferences and practices are important to

gain competitive advantage while structuring loans and identifying leads.

• The Sales Manager Unsecured Business is responsible for operationalizing business

transactions and liaises with DSAs and/ or end customers in his/her zone to maximize

disbursals, profit, growth & customer service objectives.

Key Challenges

• To deliver on operational plan in the assigned coverage area in a differentiated manner

considering local factors, channel dynamics and consumer preferences, that can withstand

competitive pressure on the ground

3) 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)

• To meet business volume/ value targets while keeping abreast with and overcoming

competitor product offerings and customer schemes

• To increase market share in assigned coverage area against stiff competition, overcoming

competitive pressures borne out of better established networks, price undercutting, etc.

• To establish a strong local network and leverage the same to generate business leads, and

also identify opportunities for cross sell with existing customers

• To proactively build new and nurture existing DSA relationships keeping in mind immediate

and longer term business interests, and considering the phased manner of team size

expansion

• To constantly upgrade financial & operational know how on efficient loan processing,

effective negotiation and relationship building for maintaining credibility with DSA network and

profitable target achievement

• To keep abreast with the latest market trends and local market preferences and needs
• To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough

sourcing funnel is built to meet targets

• To ensure credit quality and effective portfolio selection/pre screening thereby minimizing

potential NPAs

• To ensure compliant sales operations despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

• Critical skill sets required to meet these challenges include execution excellence, business &

commercial acumen, sound product understanding, strong communication and influencing

skills.

Education & experience required to fulfill this profile are a postgraduate with minimum 4 6 yrs of total

sales experience/ graduate with minimum 6 - 8 yrs of t

total sales experience of which at least recent 2-3 yrs

experience should be in unsecured lending.

4) 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 o Identify and execute sales growth opportunities at a local/ area level, driving channel expansion and new account acquisition o Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes o 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 o Carry out regular meetings and sales calls

with prospective clients on a regular basis to source business o Augment the sales volumes of Unsecured lending, manage channel databases and tap them tactically to ensure healthy sales pipeline o Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base o Track and 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) o Track & ensure SLA adherence, sales efficiencies and RoI o 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, new product launches, new branches, new channel development, etc. and communicate to ZSM/ ASM as well as down the line.