Area Sales Manager - Retail Unsecured Salaried

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 HO** **Unit** Aditya Birla Finance Ltd **Location** Multiple Locations **Poornata Position Number of the job** NA **Reports to: Poornata Position Number** **Poornata Position Title of the job (30 characters max)** **Area Sales Manager** **Reports to: Poornata Position Title** **Function** Sales-SLS **Reports to: Function** Sales **Department** BGFPSL-Personal Loan **Reports to: Department** Personal Loan **Designation of the Employee** Sales Manager **Designation of the Manager** **Date of writing/updation of JD** 05 th May 2022 - 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 - 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. Business Workforce Number (Max 254 Characters) **Investing & Financing** Unit Workforce Number (Max 254 Characters) **Business Development of lending products** Function Workforce Number (Max 254 Characters) **Expected to sell the retail products like PL/BL/STLS/STUL/THE** Department Workforce Number (Max 254 Characters) **Sales of Retail loans – PL/BL/STSL/STUL/THE** Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter **Sales of PL/BL/STSL/STUL/THE** - 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) **Organizational Context** **Key Aspects:** - As 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 25 NBFCs of India, ABFL has made significant progress and the Company’s 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