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Aditya Birla Capital Limited
Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
INR 1.78 Lakh CrCorporate Governance Policies
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Job Description
Zonal Sales Manager
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Job Description
Job Purpose
The purpose of this job is to co-design (with Chief Business Officer and team inputs) and deliver on the zonal strategy for driving ABHFL business, leading the team for effective execution considering local variances and competitive dynamics. It takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health. It serves to drive business profitability by taking appropriate pricing decisions, addressing underperformance, process inefficiencies/ gaps, channel/ cost optimization opportunities, etc. It acts as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks for the achievement of business targets at the zonal level. It drives cross-selling across ABHFL and ABC products/ solutions in the zone as per strategy agreed with Chief Business Officer and unique client requirements.
Job Context & Major Challenges
Job Context/ Job Challenges:
Organizational Context
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.
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 for target demographics/ customer segments/ etc., 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 complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment.
The ZSM -ABHFL is responsible for driving zonal sales operations in line with the strategy devised and agreed with the Chief Business Officer – ABHFL, to achieve targeted book size, profitability, growth & customer service objectives via requisite business development, client engagement and team mobilization initiatives.
Key Challenges
Over 70 Banks and HFCs are operating in a highly cluttered and extremely competitive market. Each customer segment has its own specific perceptions and preferences, along with existing key banking relationships and very competitive pricing offerings from multiple existing brands. Thus developing effective strategy and driving execution is critical to ensure positive differentiation and profitable growth
Vastly distributed operations and retail nature of business add complexities of managing operations that are geographically widespread while maintaining controls through effective delegation and oversight
Another significant challenge is to attract and retain top talent who have multitude of choices and more established brands with lucrative offering. Rapid pace of entry of new lenders is further accentuating the dearth of quality talent and need for retaining them
In view of the above factors, it is important to nuance and drive a zonal strategy that is differentiated and innovative and that can withstand competitive pressures to grow market share
To review and take decisions on complex credit transactions with a keen eye on structuring/ credit quality and pricing
To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
To ensure compliant zonal sales operations at all times, despite target pressures and market cycles
Enabling Skill Sets & Qualifications
Key Result Areas
| KRA (Accountabilities) (Max 1325 Characters) | Supporting Actions (Max 1325 Characters) | |
|---|---|---|
| KRA1 | Zonal Sales Strategy | Work with Chief Business Officer - ABHFL and cross functional team members (including ZRH and ZOH) on devising the zonal business strategy and operations plan, considering product-environmental factors, competitive forces and sector-specific trends, resources available and overall management expectations Ensure cascade of strategy and plans to the team down the line for effective execution and alignment Constantly review implementation of zonal strategy and coach/ guide teams through bi-weekly or need based reviews and brainstorming sessions Provide inputs for design of impactful sales incentive/ payout schemes for teams and channel partners, considering prevalent business norms and practices in the zone, and competitive/ macroeconomic factors Drive/ manage product mix and sourcing mix in line with current market trends and realities Track industry and market developments, scanning the market and its competitive offerings on a periodic basis; report on and direct teams basis emerging trends and business opportunities |
| KRA2 | Business Growth & Customer Acquisition/ Engagement | • Identify business growth opportunities at a zonal level, drive expansion and new customer acquisition strategies (identifying potential prospect hubs, advising on channel mix, etc.) to meet balance sheet and P&L targets • Communicate zonal objectives and allocate targets to team members appropriately • Design and deploy relevant solutions and schemes to drive sales and enhance profitability, ensuring focus on: ? Sales expansion (product mix, channel expansion, etc.) ? Cost & Risk optimization ? Product & channel optimization, budget adherence, team productivity • Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure • Drive customer-centricity through the team using NPS (Net Promoter Score) as a barometer for the same, identifying focus areas and devising actions plans for improvements on the same • Manage key client, distributor and developer relationships across the zone • Oversee and manage customer retention over the lifecycle of their experience with ABHFL • Analyze and review periodic zonal MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to Chief Business Officer - ABHFL as well as down the line |
| KRA3 | Operational Effectiveness | • Manage distribution effectively across developers, DSAs, Arrangers, IPCs, Connectors and through direct teams, corporate channels • Refine and drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections) and branch operations • Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations • Drive a high-performance culture by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required • Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact |
| KRA4 | Cross-Selling across ABC products | • Drive activities and initiatives in the team as per Cross-Selling strategy agreed with Chief Business Officer – ABHFL (e.g. driving cross-sell with banc-assurance channels and for other ABC products) • Drive alignment to the adopted Cross-Selling strategy by supporting Region Heads and teams down the line with requisite communications, training, guidance, etc. as required |
| KRA5 | Team and Internal Stakeholder Management | • Guide and develop team members to facilitate effective client engagement, cascade of strategy and plans, and more efficient business operations, helping achieve superior performance • Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives • Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives • Steer regular cross functional discussions for overall better functioning of operations, exception handling, addressing disagreements and aligning teams to common goals • Manage the team with a special focus on top talent attraction, career management and retention |
| KRA6 | Portfolio & Risk Management | • Work with the Risk, Operations and Sales Governance teams’ counterparts to ensure mutual alignment on and adherence to risk management (credit and operational) and control mechanisms • Support risk and review process through thorough appraisals as part of the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations • Review financial risk via analysis of operations MIS and Data Analytics reports • Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and proactive communication and guidance • As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases • Drive sales operations enhancing customer satisfaction while keeping deferrals and repayment defaults under check, ensuring timely PDD closures and collections • Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses • Ensure systematic MIS on NPAs and credit trends, and proactively identify risks to maintain portfolio quality and liaise with customers, risk team and other internal stakeholders as required |
15 - 20 years
Post Graduate
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