Senior Relationship Manager- Mid Market

Job Purpose

The purpose of this job is to acquire and grow the lending book for the SME segment for the assigned geography. The role entails both identification of newer customer segments, as well as strengthening existing customer relationships through continuous engagement and ensuring customer retention on the lending platform

Job Context & Major Challenges

Organizational Context
Aditya Birla Finance Limited ("ABFL"), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company ("NBFC") and is amongst the top five largest private diversified NBFCs in India based on AUM
For the Quarter ended 31st December 2019, ABFL has a lending book of Rs billion and a net worth of Rs billion. ABFL's long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in November 2019. ABFL also has long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA & India Ratings.
The SME vertical specializes in funding all kinds of Indian business legal entities (private limited, public limited, proprietorships etc.) with a turnover of 500 Cr or more. The average ticket size of this lending is 5cr. .
The fact that the Vertical is sector agnostic and coupled with the dependence on the cash flows of its borrowers for recovering its dues requires all its personnel to have a very high credit appraisal skill set. Despite the Corporate Finance industry being materially large in size, given the ultra-high competition in this field from other financial institutions including banks who have greater access to cheaper funds translates into the sales personnel being required to have superior sourcing and negotiation skills. Additionally, the treadmill rolling nature of a sizeable portion of its business (short term repayments), the business requires high energy, ability to build deep relationships and market knowledge.
Job Context
Key Aspects:
The EB & WM function is engaged in funding short term, medium term and long-term working capital needs of SMEs via a suite of customized short and long tenured products.
While unit of sizing up the business is its loan book size, profitability and zero tolerance on delinquency are key business objectives
Strong understanding of business finance, loan structuring methods and credit administration are key to building credibility with customers and gaining competitive advantage
Understanding of local market patterns such as specific occupations/trade, industries at play, local financial and investment preferences and practices important to gain competitive advantage while structuring loans and identifying leads.
Key Challenges
Increase the market share in targeted locations against competition
Constantly upgrade financial, know-how of self on loan structuring methods and business financials in order to build credibility with customers
Stay abreast with the recent market trends and local market preferences and needs
Ensure credit quality and carry out effective portfolio selection and pre-screening to minimise risk of NPAs
To ensure complete safety of financed amount through post sanction surveillance by maintaining strong client relationships and monitoring collaterals

Key Result Areas
KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)KRA1Sales GrowthAchieves sales targets through:Driving pipeline funnel to achieve book size and market share
Monitors local market trends and competitive offerings & identifies opportunities for business expansion for the region
Ensures minimal client attrition through strong client engagement activities
Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis
Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.
Tracks key accounts in the portfolio about health of the business and potential early warning signs of NPAsKRA2Client Acquisition
& Relationship
ManagementAcquisition of new clients
Increases quantum of area business through strong focus on cross-selling initiatives & innovative product mixes.
Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies & responsiveness in customer service to ensure retention of existing customers.KRA3Disbursal-Timely disbursement of the loans to customers with proper documentationCoordinate with internal stakeholders to process the applications
Coordinate with internal teams and respond to their queries to ensure timely & accurate disbursal
Complete transactions with customer with appropriate documentationKRA4Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processesGather market intelligence on a regular basis
Share the market intelligence with the Area Sales ManagerKRA5Portfolio quality, Profitability--Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitabilityTrack over-due account daily for the business
Intervene to ensure collection for initial overdue accounts on timely basis
Ensure profitability by right pricing, processing fees
Implement all cost management initiatives on a timely & accurate basisKRA6Organisation Process Efficiency-Implement process improvements to ensure process efficienciesAdhere to all processes for pre & post sourcing processes
Provide inputs to Area Sales Manager for Sales MIS

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