Regional Sales Head

Location
Delhi

Poornata Position Number of the job
1

Reports to: Poornata Position Number
Poornata Position Title of the job (30 characters max)
Regional Sales Head - SEG

Reports to: Poornata Position Title
Zonal Sales Head, SEG

Function
Sales

Reports to: Function
Sales

Department
SME - SEG

Reports to: Department
SME

Designation of the Employee
Regional Sales Head

Designation of the Manager
Zonal Sales Head, SEG

• Job Purpose: Write the purpose for which the job exists (in 2-3 lines)

Regional Sales Head is responsible to lead the SEG business vertical for ABCL in the region to ensure achievement of portfolio & bottom line growth targets of the business vertical while maintaining portfolio quality & business hygiene and achieving targeted return on assets. He has to ensure driving business through team and to ensure they are motivated, perform to meet the targets and develop their skills. He/ she also has to ensure timely execution of strategic projects at regional level. He/ she has to execute geographic penetration by expanding potential branches and distribution channels across region.

• 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

Aditya Birla Capital Limited (Finance) 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. Company 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 FY ended 31st March 2023, has a book size of Rs. 66,923 Crores, net PAT of Rs 1287 Crores and net worth of 7,784 crores. The Net Interest Margin expanded by 53 bps y-o-y to 7.35% and ROA at 2.47%. long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in February 2023. also has a 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.

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 taken into account 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 SEG Business, focusing on Customized solutions offering to SME customers through industry cluster programs .Adaptable tenure to suit customer requirements with minimum documentations and customized based sourcing and distribution model of sourcing is envisaged for this business.

• For the FY ended 31st March 2023 , SEG has contributed 8% to SME Portfolio with a closing book of 1,906 cr's

SEG had also delivering PBT of
15.6 crs
and has posted close to
1%
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 – SEG 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 (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas
Supporting Actions

Channel Management- Effectively grow and leverage distribution channel network in India to ensure meeting of topline & bottom-line targets

Channel types

• Direct Sales Agents/ Connectors
• Professionals like CAs
• Internal sources that provide qualified leads like marketing campaigns etc.
• Digital Sources
• Group leads like Ultratech RMC Plantsetc.
• Other new channels
• Determine the channel management strategy for the business vertical
• Ensure there is continuous exploration & identification of potential channel partners for business by the team across the country
• Ensure effective evaluation process of potential channel partner is in place
• Meet & negotiate terms of engagement with high potential channel partners in lines with business potential
• Engage constantly with & activate key channel partners

Customer Acquisition/Sourcing- Ensure customers are acquired by selling SEG loans towards meeting topline targets

• Sets weekly targets with Area Heads & Cluster Heads
• Conducts weekly review of Area Heads & Cluster Heads
• Meets key customers as well as channel partners
• Ensures alignment of cases put up by the channel partners daily within the internal policies /guidelines
• Negotiates commercial terms
• Ensures appropriate Funnel management in the Region to ensure adequate conversion from login and disbursement
• Ensures fulfillment by team of qualified leads provided by connectors, internal sources
• Implements sales programs, drives program KPIs/ behaviours

Disbursal; Customer Service - Drive timely disbursement of loans to customers with proper documentation and meeting of customer service standards to ensure satisfied customers across Region

• Ensures smooth coordination of team with internal stakeholders to process the applications
• Ensures smooth coordination of team with internal teams and response to their queries to ensure timely & accurate disbursal
• Takes actions to mitigate possible risks

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

• Ensures systematic gathering of market intelligence
• Ensures geographical/Market expansion in the Region

Portfolio quality; Profitability -Maintain quality of portfolio to minimize NPAs; Implement measures to ensure profitability of Region

• Reviews overdue account daily
• Ensures collaboration with Collection teams for timely collections
• Leverages opportunities for cross selling within the group

Organisation Process Efficiency-Drive process improvements to ensure process efficiencies in the Region

• Collates market level Sales MIS & circulate
• Participate in internal & external audits and post audits close all open items for the Region and implement actions/process improvements
• Ensure sharing of best practices among the Area Sales heads

People Management – Develop a productive team by recruiting, training, motivating and retaining team members

• Recruit on a timely basis
• Implement training plans & mentor team members
• Complete regular performance reviews and feedback
• Motivate and ensure retention of team
• Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

Regional Sales Head is responsible to lead the SEG business vertical in the cluster to ensure achievement of portfolio & bottom-line growth targets of the business vertical while maintaining portfolio quality & business hygiene and achieving targeted return on assets. He has to ensure driving business through team and to ensure they are motivated, perform to meet the targets and develop their skills. He/ she also has to ensure timely execution of strategic projects at cluster level. He/ she has to execute geographic penetration by expanding potential branches and distribution channels across cluster.

Area Sales Head is responsible to lead the SEG business vertical for ABFL in the area to ensure achievement of portfolio & bottom-line growth targets of the business vertical while maintaining portfolio quality & business hygiene and achieving targeted return on assets. He has to ensure driving business through team and to ensure they are motivated, perform to meet the targets and develop their skills.

• 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
Frequency
Nature
Internal
Zonal Sales Head

Team

ABG companies

Support functions like HR, Fin, Risk, Collections Legal

Daily

Daily

Need basis

Need basis

Update, Review discussions

Lead, Guide, Monitor

For cross selling

To avail a service Coordinate

External
Channel Partners

Customers

Dealers & vendors of ABG

Daily

Daily

Daily

Sourcing business, Review

Negotiation, Relationship building

Cross selling, lead generation