It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. 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)
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 exposuresin this higher yield and profit segment.
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.) 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.
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.
To deliver on operational the assigned coverage area in a differentiated manner considering local factors, channel dynamics and consumer preferences, that can withstand competitive pressures on the ground




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 alsoidentify 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 credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs
To ensure compliant sales operations despite sales pressures and market cycles
Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.

Education & experience required to fulfil this profile are a graduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in Micro/affordable loan sales.

Branch Sales Planning & Management
Work with Territory Head (Sales) - ABFL on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc.
Track & report on sales operations and productivity metrics, and work towards building a high-performance sales culture
Manage day-to-day branch operations and administration
Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. Identify local business growth opportunities, drive expansion and recent customer acquisition initiatives to create a book of targeted size
Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
Deploy efforts/ initiatives in consultation with Territory Head (Sales) - ABFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
Serve as a point of escalation and manage customer complaints/ grievances effectively,



intervening especially for key relationships

To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations
Drive high performance 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

Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and hand-holding where required
Portfolio & Risk Management
Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports
Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance drive timely PDD closures and collections
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
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, providing inputs on possible risks that could impact portfolio quality

Unit Workforce Number
(Risk dept

Operations dept

Business MIS, review on new market development, progress on objectives, client escalations

Performance Reviews, Training

Back-end/ systems support

Proposal evaluations, portfolio monitoring

External Forums & Networking platforms

CRM & understanding the need of new products/ positioning changes

Responsible for building book size as per assigned targets for the branch/ area, through efficient sales operations across the customer lifecycle (Sourcing, Approval, Servicing, Collections), while ensuring sufficient sourcing funnel, revenue generation, profitability, MIS, portfolio management, as per desired levels to ensure the end to end management of solutions and transactions with adequate credit quality monitoring of new acquisitions.

📌 Location Manager (Temporary) (India)
🏢 Aditya Birla Group
📍 India