Relationship Manager

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 ((Max 3975 Characters)

Organizational Context

Key Aspects:

• As the debt arm of Aditya Birla Capital (ABC), Aditya Birla Finance Limited (ABFL) offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, ABFL has made significant progress and the Company’s balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
• The company has a well-defined vision of being one of the most reputed and material financiers within the lending space – spread across Retail HNI and corporate clientele. It has made significant investments in process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO 9001:2008 across all business processes. Spread across 18 cities, it plans on further diversifying its risk and revenue mix through expansion into new geographies and new product segments allowing customers a one-window shop for all their financing needs.
• Having focused traditionally on secured lending verticals and built a strong balance sheet on the same, ABFL has ventured into Secured Micro Loan Business segment in order to effectively capitalize on its financial base with carefully managed exposures in this higher yield and profit segment.

Job Context

Key Aspects:

• The Secured Micro Loan Business segment 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, with collateral.
• Offerings comprise Secured Micro Loan to self-employed individuals/ non-individual entities, with end use of funds (Working capital requirement, business expansion etc.) to be ascertained during the loan appraisal process.

3) 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 ((Max 3975 Characters)

• 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)
• Given the Secured Micro Loan nature of loans disbursed, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
• While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
• Understanding of product market characteristics such as connector relationship management, region specific occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
• The RO/RM – ABFL is responsible for achieving sales targets as agreed with the Area Head (Sales) – ABFL, in terms of targeted book size, profitability, growth & customer service objectives.

Key Challenges

• To deliver on operational plan in the assigned coverage area in a differentiated manner considering local actors, channel dynamics and consumer preferences, that can withstand competitive pressures on the ground
• To grow the business while remaining cognizant of competitive realities in the following areas:
• Market linked product
• Market average IRR & processing fee levels
• To originate and increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.
• To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers
• To constantly upgrade financial & operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility and profitable target achievement
• To keep abreast with the latest market trends and local market preferences and needs
• To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets
• To ensure credit quality and effective portfolio selection / pre-screening thereby minimizing potential NPAs
• To ensure compliant sales operations despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

• Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and execution skills.
• Education & experience required to fulfil this profile are a graduate with minimum 2 - 4 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 1 Year experience should be in Micro/affordable loan sales.

4) 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)- Maximum 10 KRAs can be updated

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

Sales Planning & Operations

• Work with Area Head and plan sales operations for achieving targets (including cross-sell), considering competitive forces and local trends
• Scan the local market and competitive offerings on a periodic basis to adapt sales efforts accordingly
• Provide data for and compile periodic MIS reports for disbursements, NPAs, target achievement, etc.

Customer Acquisition/ Engagement

• Work on assigned and identified prospects list for client relationship origination and maintenance activities, interacting with ground-level client stakeholders
• Understand and communicate understanding of product characteristics and benefits to end customers effectively in order to enhance effectiveness of sales efforts.
• Attend to customer complaints effectively, escalating critical cases to Area Head as required.

Operational Effectiveness

• Execute operations efficiently across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Ensure adequate focus on different distribution channels, working with Manager for interfacing with senior stakeholders/ complex cases
• Implement prescribed processes and best practices to enhance operational effectiveness, productivity and sales performance

Self-Development & Internal Stakeholder Management

• Attend relevant technical and behavioral trainings/ seminars and work on self-development initiatives
• Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets
• Portfolio & Risk Management
• Work with the Risk, Operations and Sales Governance team members to ensure adherence to risk management and control mechanisms
• Ensure compliant sales operations and sound risk management in day-to-day operations.
• Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality

5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)

NA

6) 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 (Max 80 Characters)
• Frequency
• Nature (Max 1325 Characters)
• Internal
• Area Head
• Weekly / Daily
• Business MIS, review on new market development, progress on objectives, client escalations

6) 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.

• Credit Officer
• Other Support functions
• Daily Need Based/ Process Driven
• Login & sanction approvals. Back-end/ systems support

External

Existing and Prospective customers Daily/ Need Based CRM & understanding the need of new products/ positioning changes

7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.

• Territory Head
• Branch Manager
• Relationship Officer/ Relationship Manager

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record.

Job Holder

Reports to Manager

Name

Signature (Needed for the hard copy)