Area Sales Manager

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 Multiple Location Poornata Position Number of the job 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 Department BGFRLSTUL-Retail Lending - STUL Reports to Department Designation of the Employee Area Sales Manager Designation of the Manager Date of writing updation of JD 09th 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 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 and directing and building the capability of SMs if any assigned To take ownership for end to end Unsecured business transactions in assigned area of coverage with efficient internal operations for superior product delivery and 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 Managing a team of Sales force of PL BL STSL STUL THE 3 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 Area 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 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 To grow the business while remaining cognizant of competitive realities in the following areas Market linked product Market average IRR processing fee levels Market average DSA payouts To originate and increase market share in assigned coverage area against stiff competition overcoming competitive pressures borne out of better established networks price undercutting etc To establish a strong local network and leverage the same to generate business leads and also identify opportunities for cross sell with existing customers 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 To constantly upgrade financial operational know how of self and team members on efficient loan processing effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement To keep abreast with the latest market trends and local market preferences and needs To ensure loan conversion sanction utilization percentages are high and a broad enough sourcing funnel is built to meet targets To ensure credit quality and effective portfolio selection pre screening thereby minimizing potential NPAs To ensure compliant sales operations despite sales pressures and market cycles Enabling Skill Sets Qualifications Critical skill sets required to meet these challenges include execution excellence business commercial acumen sound product understanding excellent communication and influencing skills Education experience required to fulfil this profile are a postgraduate with minimum 8 - 10 yrs of total sales experience of which at least recent 4-5 yrs experience should be in unsecured lending 4 Key Result Areas Write the key results expected from the job and the supporting actions for each of these key result areas For a majority of jobs typically there could be 4- 7 key result areas - Maximum 10 KRAs can be updated Key Result Areas Max 1325 Characters Supporting Actions Max 1325 Characters Sales Growth Client Acquisition Identify and execute sales growth opportunities at a local area level driving channel expansion and new account acquisition Segment the market and identify potential direct clients approach them and generate business through customized loan structure offerings that meet client requirements and also generate good margins for business Deliver on sales targets by building strong relationships in the DSA network and influencing DSA outcomes Augment the sales volumes of Unsecured lending manage channel databases and tap them tactically to ensure healthy sales pipeline Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders in order to expand channel presence and customer base Track report on sales operations and productivity metrics and work towards building a high-performance sales culture Actively participate in initiatives and contests driven by Business Development teams Operational Effectiveness Work with dual focus on sales volume and value IRR through the team Track ensure SLA adherence sales efficiencies and RoI Adopt prescribed improvements in processes and best practices in order to enhance operational productivity and suggest improvements as well Analyze and communicate operational information periodically as per agreed timelines and MIS formats for disbursements profits NPAs channel expansion new product launches new branches new channel development etc and communicate to ZSM as well as down the line 5 Job Purpose of Direct Reports Describe the job purpose of the direct report s to the job in 2-3 lines for each report Sales Managers - Unsecured Business if any Responsible for building the book size for own area of coverage and developing the Unsecured segment with a robust balanced portfolio in line with assigned targets to devise execute operational tactics for effective DSA engagement market share enhancement and achievement of business objectives to work closely with Area Sales Manager and Zonal Head and operationalize end to end Unsecured lending transactions with superior product delivery while ensuring credit quality of new acquisitions 6 Relationships Describe the nature and purpose of most important contacts or relationship except superior team members with individuals departments organizations inside and outside of the organization that job is required to interact with in order to deliver the job objectives Relationship Type Max 80 Characters Frequency Nature Max 1325 Characters Internal ZSM - Unsecured Reporting SMs - Unsecured If any HR dept IT dept Risk dept Operations dept Weekly Daily Need Based Process Driven Need Based Daily Daily Business MIS review on new market development progress on objectives client escalations Reviewing driving channel expansion sales strategies client escalation cases Performance Reviews Training Back-end systems support Proposal evaluations portfolio monitoring Client servicing issues TAT reviews External Existing and Prospective customers Channel partners DSAs Daily Need Based Daily CRM understanding the need of new products positioning changes Product and business development initiatives 7 Organizational Relationships Provide the structure for a level above and below the position for which this job description is written Use position titles in the structured and indicate all the reports of the position SIGN-OFF Provide the name of the Manager and the jobholder Signature needed for the hard copy of the JD Hard copy to be maintained in the organizational record Job Holder Reports to - Manager Name Signature needed for the hard copy Minimum Experience Level 5 - 14 years Job Qualifications Under Graduate