Organizational Context
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, 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 60,000 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:
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The Personal Loans product line caters to funding short term and medium term working capital needs of individuals, via a suite of customized short and long tenured products, without any security/ collateral.
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Offering comprises Personal loans to salaried individuals/ self-employed individuals/ non-individual entities, with end use of funds (working capital requirement, Personal expansion etc) to be ascertained during the loan appraisal process
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The Personal 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)
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Given the unsecured nature of loans disbursed, the Personal also entails stringent controls and monitoring to ensure portfolio health and quality at all times
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While unit of sizing up the Personal is its loan book size, profitability and minimized delinquency are key Personal objectives.
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Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
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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.
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The Regional Sales Manager – Personal Loans is responsible for driving the ASMs/SMs to maximize profit, growth & customer service objectives via a series of planned Personal development and channel expansion initiatives.
Key Challenges
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To build the regional Personal in line with the adopted Zonal strategy, i.e. starting with limited team strength/ depth and growing with expanding Personal operations and performance
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To build and grow the Personal while remaining cognizant of competitive realities in the following areas:
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Market linked product
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Market average IRR & processing fee levels
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Market average DSA pay-outs
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To originate and increase market share in Tier-I and II locations within the Region, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction
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To drive dual focus on growing volume and ensuring sourcing quality, given unsecured nature of the Personal as well as the customer profile
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To constantly upgrade financial & operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement
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To keep abreast with latest market trends through focused market intelligence, as well as regulatory changes for inputs on requisite amendments to policies, processes, etc.
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To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
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To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs
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To ensure compliant sales operations despite sales pressures and market cycles
Enabling Skill Sets & Qualifications
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Critical skill sets required to meet these challenges include Personal acumen, strong team management and communication, strategy execution skills, deep product-market understanding, channel partner & vendor management, and operations integration & controlling skills.
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Education & experience required to fulfill this profile are a postgraduate with minimum 12 - 15 yrs of total sales experience of which at least recent 6-8 yrs experience should be in unsecured lending and at least managing multiple Regional sales operations for last 3 to 5 yrs.
