Sales Manager- DST - Informal - Patiala

Job Purpose

The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes cross-selling of ABHFL and ABFC products/ solutions as per branch level objectives.

Job Context & Major Challenges

Organizational Context

As the debt arm of Aditya Birla Capital (ABC), Aditya Birla Money Insurance Advisor Services Ltd offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate, Mortgages, Unsecured Lending, Digital Lending & Wealth management. Currently ranked within the top 5 NBFCs of India, we have made significant progress and our balance sheet would be at INR 60,000 Cr plus by 2020 and would exceed that of several mid-sized Banks and NBFCs.

Job Context

Key Aspects

The Personal Loan 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, without any security/ collateral.

Offering comprises personal loans to salaried individuals/ self-employed individuals/ non-individual entities, with end use of funds (Medical emergency, Marriage 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.

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 Relationship Manager - Personal Loan is responsible for operationalizing business transactions and liaises with DSAs and/ or end customers in his/her area 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 pressures on the ground

To meet business volume/ value targets while keeping abreast with and overcoming competitor product offerings and customer schemes

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Sales Planning and DSA Management Define and execute a plan for target achievement in conjunction with ASMABHFL, considering competitive forces and local trends

Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly

Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives

Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively

KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, and refine DSA engagements accordingly

Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and customer satisfaction

Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals

Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization

KRA3 Operational Effectiveness Track and ensure efficient DSA business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)

Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)

Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL