Regional Sales Manager- Personal Loans CESB, Bangalore

15 - 20 years

Any Graduate

Sales

22 ~ 30 LPA

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

This job is responsible to define and deliver a strategy for Personal Loan segment at a Regional level in terms of defined target segments of corporate employees , strengthening existing relationships and setting up new channels for market penetration, and set business objectives for the pan India organization.

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.

Personal Loans – Dimensions
Dimensions	FY 18	FY 19	FY 20	FY 21 (Proj)	FY 22 (Proj)	FY 23(Proj)	FY 24(Proj)
Revenue
Gross Disbursals
AUM / Book Size
Geographical expansion
Portfolio yield%
Fee Income %
Credit cost %
ROA %

STUL– Dimensions
Dimensions	FY 18	FY 19	FY 20	FY 21 (Proj)	FY 22 (Proj)	FY 23(Proj)	FY 24(Proj)
Revenue
Gross Disbursals
AUM / Book Size
Geographical expansion
Portfolio yield%
Fee Income %
Credit cost %
ROA %

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 ((Max 3975 Characters)
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. Business Context The strategy is to grow ABFL aggressively in the retail space, through scale-up of existing lines of business while realizing new business development opportunities. There is also an increased focus on using digital ecosystems as a competitive advantage. The business is characterized by high transaction volumes and smaller ticket sizes. Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times. Cost of funding and competitiveness of loan rates are important drivers of profitability in this space. Key Challenges To ensure a zonal strategy that is differentiated and innovative, considering regional factors and consumer preferences, and that can withstand competitive pressures, especially given ABFL’s late entry into Unsecured lending To build the zonal business in line with the adopted strategy of phased organizational growth, i.e., starting with limited team strength/ depth and growing with expanding business operations and performance; To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs To originate and increase market share in new locations (specially with the expansion pan India) within the zone, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction; To drive dual focus on growing volume and ensuring sourcing quality, given unsecured nature of the business as well as the customer profile (individuals/ small businesses)

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 ((Max 3975 Characters)

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.

Business Context

The strategy is to grow ABFL aggressively in the retail space, through scale-up of existing lines of business while realizing new business development opportunities. There is also an increased focus on using digital ecosystems as a competitive advantage. The business is characterized by high transaction volumes and smaller ticket sizes. Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times. Cost of funding and competitiveness of loan rates are important drivers of profitability in this space.

Key Challenges

To ensure a zonal strategy that is differentiated and innovative, considering regional factors and consumer preferences, and that can withstand competitive pressures, especially given ABFL’s late entry into Unsecured lending
To build the zonal business in line with the adopted strategy of phased organizational growth, i.e., starting with limited team strength/ depth and growing with expanding business operations and performance; To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs
To originate and increase market share in new locations (specially with the expansion pan India) within the zone, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction; To drive dual focus on growing volume and ensuring sourcing quality, given unsecured nature of the business as well as the customer profile (individuals/ small businesses)

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)- Maximum 10 KRAs can be updated
Key Result Areas	Supporting Actions
Regional Sales Strategy	Work with NSM on designing zonal strategy considering regional factors, competitive forces and consumer preferences in a manner that supports achievement of national business goals Ensure cascade of zonal strategy and operational plans down the line for effective execution and alignment Scan the market and its competitive offerings on a periodic basis; report on and direct basis emerging trends and business opportunities for the unsecured segment
Business Growth & Profitability Management	Identify business growth opportunities at a regional level, and new corporate acquisition strategies to achieve business objectives Envisage business growth & cascade targets to implement sales strategies Augment the business volumes of Unsecured lending, manage ABG ecosystem, channel databases and tap them through existing relationships Drive relationships with key clients, faster TAT and cross selling initiatives in order to increase the client base of the zone Drive dual focus on sales volume and value (higher yield and margins) through the team Devise and deploy schemes at strategically timed intervals to bolster sales volumes/ value in sync with market developments and dynamics Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc., communicate to NSM as well as down the line, and drive appropriate actions through the team
Operational Effectiveness	Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions, in order to support channel presence and customer base expansion Monitor and report on sales operations and productivity metrics to drive a high-performance sales culture Monitor SLAs, sales efficiencies and RoI of channels Encourage the implementation of improved processes and best practices in order to enhance operational productivity and drive channel strength and customer satisfaction
Distribution & Market Expansion	Engage with various corporate, ABG ecosystem and develop/ drive a touch point management system for faster customer connectivity and loan processing-disbursement Effectively deploy schemes and prioritize sales of high revenue products and structures Conduct engagement programs and sales trainings to develop teams and channel partners
Risk Management	Support the risk and review process by reviewing the loan sanctioning and Disbursement process and documentation to ensure controlled operations Drive compliant Sales Operations and sound risk management via partnership with Risk team Liaise with the customers and the Risk team as required to provide regular information required for monitoring the creditworthiness of the proposals Manage portfolio activities augmenting and driving alignment with early alert strategies to reduce losses Proactively identify risks to maintain portfolio quality and liaise with channel partners, customers and the risk team in escalation cases, supporting coordination with systematic MIS on NPAs and credit trends
Team and Internal Stakeholder Management	Guide and develop KAM and CRE to facilitate better channel management, customer acquisition and support, and help them to achieve superior performance standards Nominate teams for product, behavioral and negotiation trainings and work for self-development initiatives Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination

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)

Key Accounts Managers – Personal Loan : Responsible for building the book size for own area of coverage and developing the Personal Loan segment in Corporate space with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective corporate engagement, market share enhancement and achievement of business objectives; to work closely with Regional Sales Manager and operationalize end to end Personal Loan lending transactions with superior product delivery while ensuring credit quality of new acquisitions

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
Relationship Type	Frequency	Nature
Internal
NSM/ BH - CESB KAM HR dept IT dept Risk dept Operations dept	Weekly Daily ‘ Need Based/ Process Driven Need Based Monthly Daily	Business MIS, review on new market development & progress on objectives Reviewing & driving corporate acquisition sales strategies, client escalation cases and operational challenges Recruitments, Performance Reviews, Training Back-end/ systems support Proposal evaluations, portfolio monitoring Client servicing issues, TAT reviews
External
Existing and Prospective corporates and corporate employees	Weekly/ Need Based	understanding the need of new products/ positioning changes, Product and business development initiatives and feedbacks .

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.
	Job Holder	Reports to – Manager
Name	Multiple	Dipeshkumar Gajera
Date of Entry / Approval

Regional Sales Manager- Personal Loans CESB, Bangalore

Regional Sales Manager- Personal Loans CESB, Bangalore

15 - 20 years

Any Graduate

Sales

22 ~ 30 LPA

1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)

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 ((Max 3975 Characters)

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)- Maximum 10 KRAs can be updated

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)

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

Relationship Type

Frequency

Nature

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.