SM-DSA || Bhiwadi ||
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Job Summary
The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk Operations and Sales Governance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes cross-selling of ABHFL and ABC products/ solutions as per branch level objectives.
Job Context & Challenges:Key Aspects:
oPart of the Aditya Birla Capital(ABC) 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.
oABHFL operates in the Rs. 11.4 trillion Indian Housing Finance market which has grown at a steady rate of 17% CAGR over the last 3 years 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 newer entrants in niche segments like affordable housing 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 has remained stable at 37% as on December 2015.
oThe 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.
oProviding 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.
oWhile unit of sizing up the business is its loan book size profitability and minimized delinquency are also key business objectives.
oHigher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
oTo build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitor offerings/ terms existing relationships mutually beneficial propositions etc.
oTo upgrade financial & operational know how on industry dynamics effective negotiation and relationship building and efficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health and profitability
oTo drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets
oTo ensure credit quality effective portfolio selection/ pre screening and work closely with Risk team members to minimize potential NPAs while driving sales and maintaining DSA relationships
oTo ensure compliant sales operations at all times despite sales pressures and market cycles
oCritical skill sets required to meet these challenges include commercial acumen team management and communication product-market awareness and execution skills.
oEducation & experience required to fulfil this profile are a graduate with minimum 6 - 7 yrs of total sales experience in the Banking/ NBFC space of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | Sales Planning and DSA Management | oDefine and execute a plan for target achievement in conjunction with AH (Sales) - ABHFL considering competitive forces and local trends oScan the local market and competitor offerings on a periodic basis and work closely with DSA network to tweak efforts accordingly oConstantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA |
| KRA2 | Sales Planning and DSA Management | relationships are working optimally to achieve business objectives oProvide data for and compile periodic MIS reports for disbursements profitability DSA performance NPAs market expansion etc.; also use insights to provide DSA partners feedback proactively |
| KRA3 | Customer Acquisition/ Engagement | oIdentify local business growth opportunities and refine DSA engagements accordingly oWork closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favourable closure and customer satisfaction |
| KRA4 | Customer Acquisition/ Engagement | oCommunicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals oDeploy schemes to drive DSA engagement sales and profitability ensuring dual focus on sales expansion and cost optimization |
| KRA5 | Operational Effectiveness | oTrack and ensure efficient DSA business processes/ operations across the Customer Lifecycle (Sourcing Approval Servicing Collections) oDrive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk Operations Sales Governance) oAdopt improved processes and best practices in order to enhance operational effectiveness productivity and overall business contribution of DSAs for ABHFL |
About Company
Discover a world of financial solutions at Aditya Birla Capital – your trusted partner for investments, insurance, loans, and a wide range of financial services in India.
