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)

Regional 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 

Regional Sales Manager

Designation of the Manager  

Date of writing/updation of JD

05^th May 2022

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

The purpose of this job is:

1. 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.
2. 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
3. To grow the penetration of the business by actively partnering, negotiating and building relationships with the DSA network
4. 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

2) 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

Organizational Context

Key Aspects:

1. 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.
2. 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.
3. 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:

1. 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.
2. 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
3. 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)
4. Given the unsecured nature of loans disbursed, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
5. While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
6. 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.
7. Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
8. 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.
9. 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

1. 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
2. To meet business volume/ value targets while keeping abreast with and overcoming competitor product offerings and customer schemes
3. To increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.
4. To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers
5. 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
6. 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
7. To keep abreast with the latest market trends and local market preferences and needs
8. To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets 
9. To ensure credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs
10. To ensure compliant sales operations despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

1. Critical skill sets required to meet these challenges include execution excellence, business & commercial acumen, sound product understanding, strong communica

   Frequently Asked Questions

   What are the eligibility criteria for the Regional Sales Manager - Unsecured Salaried job at Aditya Birla Group?

   Eligibility typically includes the qualifications and experience outlined in the job description above, with around 10-18 Years years of relevant experience expected for this role.

   What are the primary responsibilities of a Regional Sales Manager - Unsecured Salaried at Aditya Birla Group?

   The key responsibilities for this role are detailed in the Key Responsibilities section above, covering the core duties expected of a Regional Sales Manager - Unsecured Salaried at Aditya Birla Group.

   Is prior experience required for this position?

   This role requires around 10-18 Years years of relevant experience, as specified in the job listing. Please refer to the Qualifications & Experience section above for full details.

   What skills are important for this role?

   Skills relevant to this position are outlined in the Qualifications & Experience section above. In general, strong communication, domain knowledge, and the ability to meet role-specific targets are valued across similar BFSI positions.

   How do I apply for the Regional Sales Manager - Unsecured Salaried role at Aditya Birla Group?

   You can apply directly using the Apply Now button on this page, which will take you to Aditya Birla Group's application process for this role.