Relationship Officer

Key Aspects:

· Part of the Aditya Birla Capital

Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the

National Housing Bank as a housing finance company under the National Housing

Bank Act, 1987. The company offers a complete range of housing finance

solutions such as home loans, home improvement and home construction loans,

balance transfer and top-up loans, loans against property and construction

finance. The company acquired its license on 9th July 2014 and has

aggressive growth plans.

· ABHFL

has grown at a steady rate while reporting good asset quality despite

challenges in the operating environment. While the industry is dominated by

five large groups, there has been an emergence of segments like Affordable

and self-employed borrowers, given the high potential in these segments.

Despite increased focus by banks, HFCs have been able to maintain their share

in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000

Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of

HFCs in the country.

· The

ABHFL Sales organization works broadly with 3 customer segments – retail

(individual) customers, institutional customers (for retail and institutional

loan consumers) and builders (for both retail tie-ups and construction

finance), with a major share of the business coming from retail customers.

Client segments can also be divided into Salaried and Self-employed, with

both of these having very different preferences and needs.

Job Context

Key

Aspects:

· Providing

housing finance (to buyers), Loan against Property, Commercial Property

Purchase, Lease Rental Discounting and Construction Finance (to builders)

solutions, ABHFL caters to a diverse range of customer segments through its

various service offerings. Additionally, being predominantly retail driven,

the business is characterized by high volume of loan transactions and

customer relationships. As a result, ABHFL business performance is strongly

impacted by people, process and organizational efficiencies, alongside core

business drivers such as product/ solution quality, channel and customer

relationship management and risk management.

· While unit of sizing up the

business is its loan book size, profitability and minimized delinquency are

also key business objectives.

· Higher cost of funding impacts

profitability as well as competitiveness of loan rates that can be offered to

clients

· For retail customers,

identifying and acting on relevant needs in an efficient manner ensuring

process, statutory and regulatory compliance at all times, are key for

building business performance and sustainability

· For institutional/ builder

customers, understanding and addressing business needs via proactive

relationship management and customized solution fitment, while ensuring

compliance at all times, are important to gain competitive advantage

· The Relationship Officer (Direct) –

ABHFL is responsible for achieving sales targets through the direct channels

as agreed with the Sales Manager (Direct) and ASM, in terms of targeted book

size, growth & customer service objectives.

Key Challenges

· To execute sales operations to achieve

assigned targets ensuring adequate sourcing funnel and considering local

factors, such as competitor presence, existing relationships, new prospect

opportunities, etc.

· To liaise with ground-level client

stakeholders for relationship origination and maintenance, focusing energies

on key clients/ prospects and escalating cases as required

· To upgrade financial & operational

know how on market/ local trends, effective negotiation and relationship

building, and efficient loan processing for strengthening customer

relationships while ensuring portfolio health and profitability

· To check credit quality via effective

portfolio selection/ pre-screening, and work with Risk team members to

minimize potential NPAs while driving efficient sales operations

·

To

ensure compliant sales operations at all times, despite sales pressures and

market cycles

Enabling Skill Sets & Qualifications

· Critical skill sets required to meet

these challenges include commercial acumen, communication, product-market

awareness, and execution skills.

· Education & experience required to fulfil this profile are a

graduate with 2 - 4 yrs of sales experience in the Banking/ NBFC space.

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