SME RM
Chartered Accountant (C.A.) | MBA/PGDM
WC- OD
Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD |
Business |
Financial Services |
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Unit |
Aditya Birla Finance Ltd. |
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Location |
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Poornata Position Number of the job |
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Reports to: Poornata Position Number |
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Poornata Position Title of the job |
Relationship Manager - SME |
Reports to: Poornata Position Title |
Area Sales Manager – SME / or RSM |
Function |
Sales |
Reports to: Function |
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Department |
Emerging Businesses & Wealth |
Reports to: Department |
Emerging Businesses & Wealth |
1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) |
The purpose of this job is to acquire and grow the lending book for the SME segment for the assigned geography. The role entails both identification of newer customer segments, as well as strengthening existing customer relationships through continuous engagement and ensuring customer retention on the lending platform. |
2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job. |
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Business Workforce Number |
>400 |
Unit Workforce Number |
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Function Workforce Number |
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Department Workforce Number |
>100 |
Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter |
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3) Job Context & Major Challenges: 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 |
Organizational Context
Aditya Birla Finance Limited ("ABFL"), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company (“NBFC”) and is amongst the top five largest private diversified NBFCs in India based on AUM
For the Quarter ended 31st December 2019, ABFL has a lending book of Rs. 479.33 billion and a net worth of Rs. 80.89 billion. ABFL’s long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in November 2019. ABFL also has long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA & India Ratings.
The SME vertical specializes in funding all kinds of Indian business legal entities (private limited, public limited, proprietorships etc.) with a turnover of 500 Cr or more. The average ticket size of this lending is 5cr. .
The fact that the Vertical is sector agnostic and coupled with the dependence on the cash flows of its borrowers for recovering its dues requires all its personnel to have a very high credit appraisal skill set. Despite the Corporate Finance industry being materially large in size, given the ultra-high competition in this field from other financial institutions including banks who have greater access to cheaper funds translates into the sales personnel being required to have superior sourcing and negotiation skills. Additionally, the treadmill rolling nature of a sizeable portion of its business (short term repayments), the business requires high energy, ability to build deep relationships and market knowledge.
Job Context
Key Aspects:
Key Challenges
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4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) |
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Key Result Areas |
Supporting Actions |
Sales Growth |
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Client Acquisition & Relationship Management
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Disbursal-Timely disbursement of the loans to customers with proper documentation
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Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes |
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Portfolio quality, Profitability--Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitability
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Organisation Process Efficiency-Implement process improvements to ensure process efficiencies |
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5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report) |
NA |
6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives |
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Relationship Type |
Frequency |
Nature |
Internal |
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External |
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1. Daily
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7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position. |
SIGN-OFF: Provide the name of the Manager and the jobholder. Signature needed for the hard copy of the JD. Hard copy to be maintained in the organizational record. |
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Job Holder |
Reports to – Manager |
Name |
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Date of Entry / Approval |
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EDUCATIONAL QUALIFICATION Chartered Accountant (C.A.), MBA/PGDM
CTC Range - 8 lkh ~ 18 lkh
Job location - Bangalore