Territory Sales Manager - Unsecured Direct- Guwahati

Job description

**Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD** **Business** **Aditya Birla Finance Ltd.** **Unit** **Aditya Birla Finance Ltd.** **Location** Hyd/ Delhi **Poornata Position Number of the job** **Reports to: Poornata Position Number** **Poornata Position Title of the job (30 characters max)** **Regional Sales Manager** **Reports to: Poornata Position Title** National Sales Manager **Function** Sales **Reports to: Function** Sales **Department** **Reports to: Department** **Designation of the Employee** Regional Sales Manager **Designation of the Manager** National Sales Manager **Date of writing/updation of JD** - Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters) **The Purpose Of This Job Is:** - Manager the team of ASMs & SMs - The purpose of this job is to plan area (city/ branch) sales and business growth with the NSM and achieve set targets through the team while complying with sales processes and guidelines at all times. - To deliver on area/ local strategy for the Unsecured Small Ticket Business segment for the Direct Sales Vertical in terms of target segments for market penetration, and work towards achievement of sales targets and operational plans. - To take joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. - To work to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. - To intervene as and when required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. To take ownership for end to end Unsecured business transactions for the Direct Sales Vertical of the region with efficient internal operations for superior product delivery and 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 Small Ticket Unsecured Loans – D2C Channel** Department Workforce Number (Max 254 Characters) **Sales of Retail loans – Small Ticket Unsecured Loans – D2C Channel** Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter **Managing a team of Sales force of Small Ticket Unsecured Loans – D2C Channel** - 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. - Having focused traditionally on secured lending verticals and built a strong balance sheet on the same, ABFL has ventured into Unsecured Business – Direct Channel 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 Direct Channel Management, region specific occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying lea