Area Sales Head

7 days ago


Delhi, Delhi, India Aditya Birla Capital Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABCL offers customized solutions in areas of personal finance, SME finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. 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.

SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small & Medium enterprises. It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide array of lending programs, each of which aims to estimate the client's repayment capability accurately before the company to take an exposure. The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.

Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer's business model, Cash flows, customers & suppliers, success factors and dependencies needs to be considered given these are long term exposures [ranging upto 15 years]. The financials are assessed to understand the repayment capability in the near and long term. Collateral assessment is another complex part of the underwriting process involving checking the structural stability, marketability, valuation, regulatory / local body compliance and legal veracity – all to ensure the property can be liquidated to repay the loan if required in case of customer default. Lending is often structured to meet the client needs by deriving comfort through the hard collateral [can be a ready or under-construction property / project] and cash flows [in form of rentals, or project cash-flows – both against sold/ unsold receivables].

  • For the FY ended 31st March 2023 , SME is significant contributor to ABFL's Portfolio (35% of ABFL Book Size) with a closing book of 23,133 crs

SME has been delivering
all-time high
PBT of almost
563.3 crs
and has posted
3.04%
of
ROA
for FY23

SME has moved into segmented strategy model with further focus on client types considering their different complexities and expectations

In
Retail LAP – Tier 1 Business
, robust & tiered distribution network has been put in place to expand retail footprint of SME Business to More than 75 locations across pan India with key intent to add to the Topline numbers and create a sizeable and profitable at the same time quality Portfolio. To bring in more focus on distribution and channel engagement we propose the following structure wherein Tier 1 is divided into 2 verticals:

  • Alternate Channel Business which will source from Corporate channels and
    1. Retail Channel which will source from Non-Corporate channels
  • For the FY ended 31st March 2023 , Tier I has been significant contributor to SME Portfolio (26% of SME Book Size) with a closing book of 6,048 crs

Tier I had also delivering
all-time high
PBT of almost
192 crs
and has posted
2.7%
of
ROA
for FY23.

Being one of the most preferred asset classes in the lending business today, this business continues to present challenge of competing with all FI's / Banks in a highly price sensitive target segment.

Key Challenges
Retail LAP – Tier I as a business faces a lot of competition from Banks, other NBFCs and Fintechs which has been intense, dynamic and ever changing considering the entry of new players in the market.

  • Managing factors like technological advancements, changing regulations, and evolving consumer behavior
  • Strongly imbibe the ethical way of business & drive Aditya Birla Group's Vision & values to each and every one in the team.
  • Develop robust processes across Credit, operations, Collections & legal.
  • Manage profit & loss, manage portfolio, customer, customer portfolio, customer life-cycle to maintain a clean Book growth and hygiene.
  • Spearhead & launch many campaigns to drive the business in respect to Distribution, support functions & keep the spirit & morale high for the team while imbibing the ethical way of business & drive Aditya Birla Group's Vision & values to each and every one in the team.
  • Manage and Monitor employee productivity and foster employee development
  • To ensure manpower is in place to execute the desired business plan.
  • Setting up robust, comprehensive and scalable Governance frameworks for identifying and managing risk.
  • Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas

Key Result Areas (Max 1325 Characters)
Supporting Actions (Max 1325 Characters)

Deliver Sales growth at the location and expand the customer base

  • Identify business growth opportunities across the location, build direct/Retail DSAs channel/ new client acquisition strategies and tap growth opportunities to achieve area targets
  • Augment the business volumes of SME lending in the location, manage client databases and tap them through Relationship Managers.
  • Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the Area.
  • Monitor lead generation & RM sales productivity metrics to drive a high-performance sales culture across the areas.

Analyze product positioning and competition across the locations and develop the distribution network

  • Scan the location market and its competitive offerings on a periodic basis, report on emerging trends and business opportunities for the SME segment to the head office
  • Engage with retail DSA channel partners and develop a touch point management system for faster customer connectivity
  • Conduct engagement programs and sales trainings to develop channel partners
  • Monitor SLAs, sales efficiencies and RoIe of channels
  • Effectively deploy schemes and prioritize sales of high revenue products and structures

Drive high levels of customer satisfaction across the location through relationship managers

  • Monitor client servicing metrics, develop relationship marketing programs and motivate RMs and channel partners to display highest levels of client servicing standards
  • Encourage the implementation of improved processes and best practices in order to enhance operational productivity
  • Engage with key customers on a periodic to build stronger relationships, thereby contributing to faster growth
  • Monitor customer issues and complaints and drive necessary action to address the same

Analyze and communicate information for better risk management and operational effectiveness to the management team

  • Support the risk and review process by supervising the preparation of loan proposals and documentations to ensure controlled operations for the locations
  • Liaise with the customers and the Risk team to provide regular information required for monitoring the creditworthiness of the proposals
  • Prepare periodic MIS reports for profits, NPAs, new clients & report on a periodic manner to Cluster Area/Regional Heads.

Team Management & Development

  • Guide and develop RMs to facilitate better customer acquisition, retention and support, and helping them to achieve superior performance standards
  • Nominate teams for product, behavioral and negotiation trainings and work for self development initiatives
  • Job Purpose of Direct Reports : Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Relationship Manager -
To effectively contribute towards building the SME line of business and loan book by marketing/ selling all products (LAP/LRD) and solutions to potential and existing customers at targeted yields and fee through a strong distribution network, identified and empaneled able
retail DSA Channel partners
through knowledge sharing and capability building. Leverage an understanding of local markets and preferences and facilitate structuring of loans in accordance, while ensuring all necessary due diligence is conducted to prevent fraudulent loans and ensure all sales processes are carried out in keeping with internal and regulatory guidelines.


  • Area Sales Head

    7 days ago


    Delhi, Delhi, India Aditya Birla Group Full time ₹ 10,00,000 - ₹ 15,00,000 per year

    Aditya Birla Capital LimitedArea Sales Head - SME - Tier 1 - DelhiLocation: Delhi - CP2, DelhiAditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABCL offers customized solutions in areas of personal finance, SME finance, SME finance, corporate finance, wealth management, debt capital markets...


  • Delhi, Delhi, India Nxtwave Disruptive Technologies Full time ₹ 50,00,000 - ₹ 70,00,000 per year

    Position : Associate Area Business HeadLocation : PAN India (Based on language/region)Working Days : 6 Days a Week (Monday to Saturday)CompensationCTC up to 7 LPA (includes Fixed Pay + Performance-Based Incentives + Travel Allowance)Performance Bonuses for top performersReimbursements for all official travelAllowances included as per travel & fieldwork...

  • Sales Head

    1 week ago


    Delhi, Delhi, India AJANTA SOYA LIMITED Full time ₹ 20,00,000 - ₹ 25,00,000 per year

    Job Description Sales Head (Vanaspati) Company Overview Ajanta Soya Limited was incorporated on January 13, 1992, under the Companies Act, 1956. The company is a prominent player in the manufacturing of Vanaspati, Cooking Oils, and Specialty Fats, with a primary focus on products such as biscuits, puffs, pastries, and other applications. With a strong...

  • Area Sales Manager

    7 days ago


    Delhi, Delhi, India Central Visionn Full time ₹ 9,00,000 - ₹ 12,00,000 per year

    Company DescriptionAbout Central Vision: We are a B2B eyewear brand "MARVIN MOO" . Visit our website for more info. Our target consumers are Opticians and Retail Optical store all across India.The Area Sales Head role will focus on acquiring new Eyewear distributors in the designated region and driving sales through them effectively. Additionally, there...

  • Area Manager

    7 days ago


    Delhi, Delhi, India Kotak Mahindra Bank Full time ₹ 8,00,000 - ₹ 25,00,000 per year

    Area Manager - Branch Banking-BRANCH BANKING-Area Head's Office AREA MANAGER – BRANCH BANKING JOB ROLE:Achieving the Business Objectives for the Area and meet the value, volume and channel productivity metrics Generation of revenues through sales of CASA, Assets, TFX and Third Party Products like Insurance, General Insurance etc. through branch...

  • Head of Sales

    1 week ago


    Delhi, Delhi, India TCM SERVICE MART Full time ₹ 10,00,000 - ₹ 12,00,000 per year

    Requirement:- Head Of Sales Organization:- Om Kalyanam Santhigiri Wellness Resort Job Location:- Gurgaon Sector 67 (Head Office)Exp:- 7 to 12 years. (Experienced in Luxury wellness sales, HNI client handling, Resort membership sales, VVIP client coordination, Spiritual luxury hospitality will be preferred Salary:- Upto 10LPAWe are looking for an experienced...

  • Area Sales Manager

    2 weeks ago


    Delhi, Delhi, India ARENEDA PVT LTD Full time ₹ 20,00,000 - ₹ 80,00,000 per year

    Job Title: Area Sales Manager – Ayurvedic ProductsLocation: DelhiDepartment: Sales & Marketing ( only female candidate required)Reports to: Regional Sales Manager / Zonal Sales HeadIndustry: Ayurvedic / Herbal / FMCG / PharmaJob Purpose:To drive sales and market expansion for Ayurvedic products within the assigned geographical area by managing a team of...

  • Sales Head

    5 days ago


    Delhi, Delhi, India DrinkNola Full time ₹ 9,00,000 - ₹ 12,00,000 per year

    Company DescriptionLaced Products Private Limited (Brand HUKUM), a boot-strapped startup in the beverage manufacturing field.Hukum is a beverage brand, made with the vision of exploring Indian drinks and their ingredients. As out tag line suggests "Sau Taka Desi", the brand is continuously exploring Indian flavours that are enjoyed by everyone.Our products...

  • Area Sales Executive

    2 weeks ago


    Delhi, Delhi, India Shiksit Full time ₹ 3,00,000 - ₹ 6,00,000 per year

    Job Title: Area Sales ExecutiveLocation: Delhi and location like Gurgaon / Noida / Chandigarh (as per company requirement)Department: Sales & Business DevelopmentReports To: Regional Sales Manager / Senior Sales ManagerRole Overview:We are seeking a proactive, field-ready team member with 1–2 years of experience in sales within the construction-related...

  • Sales Head

    2 days ago


    Delhi, Delhi, India Corporate Ladder Consultants Full time ₹ 5,00,000 - ₹ 15,00,000 per year

    As a National Head - Sales Training and Audit, you will be instrumental in improving our sales team's capabilities and ensuring adherence to top-tier sales processes.