Organization Context
Aditya Birla Finance Limited ("ABFL") is a lending subsidiary of Aditya Birla Capital Limited. ABFL is registered with RBI as a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC). ABFL is one of the top private diversified NBFCs in India. As of 31-Dec’20, ABFL has a pan-India presence with 91 branches and a lending book of Rs. 45,560 Crores.
ABFL offers end-to-end lending solutions to a diverse set of customers - Retail, HNI, MSMEs, and Mid & Large Corporates through secured as well as unsecured loan products. The diverse range of lending products includes Retail Small Ticket Secured and Unsecured Loans, Unsecured Personal Loans, Unsecured Business Loans, Health & Education Loans, Digital B2B2C and B2B2B Small Ticket Loans, Small Business Secured Loans, Loans Against Property (LAP), Lease Rental Discounting (LRD), Construction Finance (to Real Estate Developers), SME Loans, Capital Markets Loans (Loan Against Shares), Supply Chain Finance, Mid and Large Corporate Loans, and Infrastructure Finance loans. ABFL also has a Wealth Management division.
ABFL is rated “AAA” by India Ratings, ICRA and CARE (reaffirmed in 2020). ABFL secured the ABG Business Excellence Award in 2017 (Silver), and 2015 (Bronze), and multiple other Awards on forums like CII.
Job Context
Key Aspects
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The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes,
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Given nature of customers, the business 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 business is its loan book size, profitability and minimized delinquency are key business 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 Zonal Sales Manager – Business Loans is responsible for driving the RSMs to maximize profit, growth & customer service objectives via a series of planned business development and channel expansion initiatives.
Key Challenges
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To build the zonal business in line with the adopted national strategy, i.e. starting with limited team strength/ depth and growing with expanding business operations and performance
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To build and grow the business 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 develop market share in Tier-I and II locations within the zone, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction
