ABHFL-Sales Manager DSA-Prime-Delhi
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Job Summary
Job Purpose
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 & Major Challenges
Job Context/ Job Challenges:
Organizational Context
As the debt arm of Aditya Birla Capital (ABC) Aditya Birla Money Insurance Advisor Services Ltd offers specialized lending and financing solutions in the areas of Capital Markets Corporate/ Trade Finance Commercial Real Estate Mortgages Unsecured Lending Digital Lending & Wealth management. Currently ranked within the top 5 NBFCs of India we have made significant progress and our balance sheet would be at INR 60000 Cr plus by 2020 and would exceed that of several mid-sized Banks and NBFCs.
A well-established brand and top 3 player in the Capital Markets space today our product suite comprises of a well-diversified look with equal weightage and focus given to the 6 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line sustainable profitability continues to be the key management agenda.
Job Context
Key Aspects:
o The Personal Loan product line caters to funding short term and medium term working capital needs of Small Businesses and individuals via a suite of customized short and long tenured products without any security/ collateral.
o Offering comprises personal loans to salaried individuals/ self-employed individuals/ non-individual entities with end use of funds (Medical emergency Marriage etc.) to be ascertained during the loan appraisal process
o The business is highly retail in nature characterized by high transaction volumes smaller ticket sizes and significantly higher spread and profit margins (up to four times that of Secured Lending products)
o Given the unsecured nature of loans disbursed the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
o While unit of sizing up the business is its loan book size profitability and minimized delinquency are key business objectives.
o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
o Understanding of product market characteristics such as channel relationship management region specific occupations/trade local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
o The Relationship Manager Personal Loan is responsible for operationalizing business transactions and liaises with DSAs and/ or end customers in his/her area to maximize disbursals profit growth & customer service objectives.
Key Challenges
o To deliver on operational plan in the assigned coverage area in a differentiated manner considering local factors channel dynamics and consumer preferences that can withstand competitive pressures on the ground
o To meet business volume/ value targets while keeping abreast with and overcoming competitor product offerings and customer schemes
Key Result Areas
| 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 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 |
| KRA2 | 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 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 |
| KRA3 | 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 |
| KRA4 | 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 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 |
| KRA5 | 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 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 |
| KRA6 | 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 |
| KRA7 | 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 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 |
Required Experience:
Manager
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.
