Role Details:
Business
Aditya Birla Capital
Unit
Aditya Birla Finance Limited
Role
Relationship Manager / Senior Relationship Manager
Department
Mid-Market & Supply Chain
Eligibility Criteria
Masters in Finance, 5-7 Years of Relevant Experience
Required Skills & Competencies
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The Mid Market and Supply Chain function is responsible for financing the short-term, medium-term, and long-term working capital and supply chain needs of SMEs through a suite of customized products with varied tenures.
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The key business metrics for success include loan book size, profitability, and a zero-tolerance approach to delinquency.
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A strong understanding of business finance, loan structuring techniques, and credit administration is essential to building credibility with customers and gaining a competitive edge.
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Deep knowledge of local market dynamics—including specific occupations/trades, industries, and local financial and investment preferences—is critical for structuring loans effectively and identifying new business opportunities.
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Expand market share in targeted locations and outpace competition.
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Continuously upgrade financial acumen, including knowledge of loan structuring methods and business financials, to build trust and credibility with customers.
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Stay informed about recent market trends and evolving local market preferences to align with customer needs.
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Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize the risk of non-performing assets (NPAs).
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Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client relationships, and monitoring collateral to ensure the complete safety of the financing.
Key Responsibilities:
1. Sales Growth
Achieve sales targets through the following actions:
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Drive pipeline funnel to achieve book size and market share.
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Monitor local market trends and competitive offerings, identifying opportunities for business expansion in the region.
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Ensure minimal client attrition through strong client engagement activities.
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Regularly engage with investment bankers, chartered accountants, and brokers to source new business.
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Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for collection dues.
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Track key accounts in the portfolio for business health and early warning signs of NPAs.
2. Client Acquisition & Relationship Management
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Acquisition of new clients by identifying potential leads and conversion strategies.
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Increase area business volume through strong cross-selling initiatives and innovative product offerings.
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Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration with Credit Analysts.
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Utilize technology to improve operational efficiencies and responsiveness in customer service, ensuring retention of existing customers.
3. Disbursal - Timely Loan Disbursement with Proper Documentation
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Coordinating with internal stakeholders to process loan applications.
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Responding to queries from internal teams to ensure timely and accurate disbursal.
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Completing transactions with customers with the appropriate documentation.
4. Market Intelligence
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Gather market intelligence on competitive strategies, policies, and processes regularly.
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Share the collected market intelligence with the Area Sales Manager to adjust business tactics accordingly.
5. Portfolio Quality & Profitability
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Track overdue accounts daily for the business and ensure timely collections.
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Intervene to ensure collection on initial overdue accounts in a timely manner.
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Ensure profitability by applying appropriate pricing strategies and processing fees.
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Implement cost management initiatives on a timely and accurate basis.
6. Organization Process Efficiency
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Adhere to all processes for both pre and post-sourcing activities.
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Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational performance.
