Area Sales Head - SME SEG - Thane

Job description

**Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD** **Business** Financial Services **Unit** Aditya Birla Capital Limited **Location** **Poornata Position Number of the job** **Reports to: Poornata Position Number** **Poornata Position Title of the job (30 characters max)** Area Sales Head - Small Enterprise Group( SEG) **Reports to: Poornata Position Title** Regional Sales Head - SEG **Function** Sales **Reports to: Function** Sales **Department** SME - Small Enterprise Group( SEG) **Reports to: Department** SME **Designation of the Employee** Area Sales Head - Small Enterprise Group( SEG) **Designation of the Manager** Regional Sales Head - SEG **Date of writing/updation of JD** 15 th November’23 - Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters) Area Sales Head is responsible to lead the SEG business for ABFL in the assigned Area to ensure achievement of portfolio & bottom line growth targets of the business vertical while minimizing NPAs and achieving targeted return on equity. He/she has to develop and manage the regional team to ensure they are motivated, perform to meet the targets and develop their skills. - Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job. **SEG** **Parameters** **Measurement Unit** **Last Year** **Current Year (LE)** **Next Year (Proj)** **FY 22-23** **FY 23-24** **FY 24-25** Closing Book Amt In Cr 1906 3300 5500 No. of Customers (Lan) Count 1786 2750 4500 Disbursement Amt In Cr 1220 2100 3000 No of Locations/Branches Count 75 100 125 Revenue-(NII + Fee Income ) Amt In Cr **86.27** **126.30** **142.65** PBT Amt In Cr 15.6 54.7 80.1 PAT Amt In Cr **12** **41** **60** CIR % 60.15% 47.00% 35.00% ROA % 0.80% 1.77% 1.90% ROE % 5.34% 15.14% 15.00% Insurance –Xsell Net Amt In Cr 8.0 14.0 20.0 Quality/GNPA % 2.50% 2.10% 1.90% Sales + Collection + Support ( Head Count) Count 130 150 225 Connector's & Vendor Count 250 400 750 - 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) Aditya Birla Finance Limited ("ABFL"), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, SME finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company (“NBFC”) and is amongst the top five largest private diversified NBFCs in India based on AUM. For the FY ended 31st March 2023, ABFL has a book size of Rs. 66,923 Crores, net PAT of Rs 1287 Crores and net worth of 7,784 crores. The Net Interest Margin expanded by 53 bps y-o-y to 7.35% and ROA at 2.47%. ABFL’s long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in February 2023. ABFL also has a long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA & India Ratings. SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro,Small & Medium enterprises . It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide array of lending programs, each of which aims to estimate the client’s repayment capability accurately before the company to take an exposure. The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others. Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer’s business model, Cash flows, customers & suppliers, success factors and dependencies needs to be taken into account given these are long term exposures [ranging upto 15 years]. The financials are assessed to understand the repayment capability in the near and long term. Collateral assessment is another complex part of the underwriting process involving checking the structural stability, marketability, valuation, regulatory / local body compliance and legal veracity – all to ensure the property can be liquidated to repay the loan if required in case of customer default. Lending is often structured to meet the client needs by deriving comfort through the hard collateral [can be a ready or under-construction property / project] and cash flows [in form of rentals, or project cash-flows – both against sold/ unsold receivables]. - For the FY ended 31st March 2023 , SME is significant contributor to ABFL’s Portfolio (35% of ABFL Book Size) with a closing book of 23,133 crs SME has been delivering **all-time high** PBT of almost **563.3 crs** and has posted **3.04%** of **ROA** for FY23 SME has moved into segmente