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Position 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 clients to reach targets. This role coordinates with Risk, Operations and Sales Governance teams to make sure compliant and efficient sales operations and portfolio health. It also drives and executes cross-selling of ABHFL and ABC products/ solutions as per branch level objectives.
Position context & Key challenges
Position context/ Job 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.
A well-established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-diversified look, with equal weightage and focus given to the 6 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management agenda.
Position context
Key Aspects:
o 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.
o 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
o 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)
o Given the unsecured nature of loans disbursed, the business also entails stringent controls and monitoring to make sure portfolio health and quality at all times
o While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
o 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.
o The Relationship Manager – Personal Loan is tasked with operationalizing business transactions and liaises with DSAs and/ or end clients in his/her area to maximize disbursals, profit, growth & client service objectives.
Key Challenges
o 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
o To meet business volume/ value targets while keeping abreast with and overcoming competitor product offerings and client schemes
Core result areas
KRA (Accountabilities) (Max 1325 Characters)
Assisting Actions (Max 1325 Characters)
KRA1
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to make sure active DSA relationships are working optimally to reach business objectives
o Deliver data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to deliver DSA partners feedback proactively
KRA2
Client Acquisition/ Engagement
o Identify local business growth opportunities, and refine DSA engagements accordingly
o 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 favourable closure and client satisfaction
o Communicate with in-process prospects and DSA partners to make sure clarity on transaction status and proactively drive for operational compliance to make sure timely approvals
o Deploy schemes to drive DSA engagement, sales and profitability, making sure dual focus on sales expansion and cost optimization
KRA3
Operational Effectiveness
o Track and make sure efficient DSA business processes/ operations across the Client Lifecycle (Sourcing, Approval, Servicing, Collections)
o Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
o Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL
KRA4
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to make sure active DSA relationships are working optimally to reach business objectives
o Deliver data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to deliver DSA partners feedback proactively
KRA5
Client Acquisition/ Engagement
o Identify local business growth opportunities, and refine DSA engagements accordingly
o 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 favourable closure and client satisfaction
o Communicate with in-process prospects and DSA partners to make sure clarity on transaction status and proactively drive for operational compliance to make sure timely approvals
o Deploy schemes to drive DSA engagement, sales and profitability, making sure dual focus on sales expansion and cost optimization
KRA6
Operational Effectiveness
o Track and make sure efficient DSA business processes/ operations across the Client Lifecycle (Sourcing, Approval, Servicing, Collections)
o Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
o Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL
KRA7
Sales Planning and DSA Management
o Define and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL, considering competitive forces and local trends
o Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
o Constantly review DSA network for effectiveness and drive operational efficiencies to make sure active DSA relationships are working optimally to reach business objectives
o Deliver data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to deliver DSA partners feedback proactively
This opening is for the Sales Manager DSA-Prime-Delhi position in Hansalaya Building.
Eligibility typically includes the qualifications and experience outlined in the job description above, with around 2-11 Years years of relevant experience expected for this role.
The key responsibilities for this role are detailed in the Key Responsibilities section above, covering the core duties expected of a Sales Manager DSA-Prime-Delhi at Aditya Birla Group.
This role requires around 2-11 Years years of relevant experience, as specified in the job listing. Please refer to the Qualifications & Experience section above for full details.
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.
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.