Area Head - SME Emerging Markets

Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD
Business
Financial Services Ho
Unit
Aditya Birla Finance Ltd
Location
Bangalore
Poornata Position Number of the job
Reports to: Poornata Position Number
Poornata Position Title of the job (30 characters max)
Area Sales Manager
Reports to: Poornata Position Title
Function
Sales-SLS
Reports to: Function
Department
BGFMRS-Mortgages Retail Sales
Reports to: Department
Designation of the Employee
Area Sales Manager
Designation of the Manager
Date of writing/updation of JD
10 th May 2022
Job Purpose: Write the purpose for which the job exists (in 2-3 lines) ( Max 1325 Characters)
The Purpose Of This Job Is
To set business objectives for the branch & geographic region covered by the branch in line with the mortgage business unit objectives of book size, profitability, MIS & portfolio management, team building etc.
To own the P&L for the branch in terms of % contribution, NII, campaign/ marketing activity spends, fees, direct sourcing, distribution payments and risk- return parameters
To devise business strategy for area wise achievement of business objectives in terms of product mix [LAP/ LRD/ HL] and channel/distribution mix.
To ensure end to end management of sales operations transactions by driving superior product delivery and enhancing financial knowledge of RMs/ SRMs
To monitor and control credit quality of new acquisitions by driving strong due diligence mechanisms and emphasizing post sanction surveillance through strong customer/ distributor relationship management
To hire, develop, motivate and retain RMs/ SRMs and support them in conversion of complex cases, distributor rate negotiations etc
To act as a point of escalation for early warning signals for potential NPAs and probable fraudulent cases
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.
Function Dept. Section Remarks
(As applicable)
Manpower (Nos.)
A
Management
B
Staff
C
Worker
D
Contract
Total
Other
Relevant
Parameters
(Capacity/Volumes
/Budget)
NII [Net Interest
Income]
1.5- 2.0 Cr
Book Size
50-85 Cr
PF
0.75 -1.25 Cr
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)
As the debt arm of Aditya Birla Financial Services Group (ABFSG), 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, we have made significant progress and our balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
A well established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-diversified look, with equal weightage and focus given to the 3 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management agenda.
The company has a well-defined vision of being one of the most reputed and material financiers within the lending space – spread across both retail HNI and corporate clientele. We have made significant investments in our 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 our business processes. Spread across 18 cities, we plan on further diversifying our risk and revenue mix through expansion into new geographies and new product segments allowing our customers a one-window shop for all their financing needs.
Mortgage lending encompasses a wide variety of financing solutions for clients, ranging from vanilla Home Loans and Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals/ salaried] against a wide array of lending programs, each of which aims to estimate the client’s repayment capability accurately before the company to take an exposure. The lending program requires assessing clients on various dimensions, including income, repayment behaviour, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.
Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customer’s business model, customers & suppliers, success factors and dependencies needs to be taken into account given these are long term exposures [ranging upto 15 – 20 years]. The financials are assessed to understand the repayment capability in the near and long term. Collateral assessment is another complex part of the underwriting process involving checking the structural stability, marketability, valuation, regulatory / local body compliance and legal veracity – all to ensure the property can be liquidated to repay the loan if required in case of customer default.
Lending is often structured to meet the client needs by deriving comfort through the hard collateral [can be a ready or under-construction property / project] and cash flows [in form of rentals, or project cash-flows – both against sold/ unsold receivables].
In construction finance, underwriting focuses not on the balance sheet but significantly on the project and the promoter group. Assessment here involves understanding the previous track record of the builder in terms of quality and timeliness of completion, saleability of projects, track record with other lenders and no. of projects delivered in the past. Project monitoring and end use of funds disbursed are critical here given risks around funds being used elsewhere, sale receivables not coming to the lender as a repayment and so on. Prudent customer selection is critical and is highly dependent on a relationship manager’s market awareness and client background information.
Being one of the most preferred asset classes in the lending space today lends this business the immense challenge of competing with all FIs / banks in a highly price sensitive target segment.
In construction finance, underwriting focuses not on the balance sheet but significantly on the project and the promoter group. Assessment here involves understanding the previous track record of the builder in terms of quality and timeliness of completion, saleability of projects, track record with other lenders and no. of projects delivered in the past. Project monitoring and end use of funds disbursed are critical here given risks around funds being used elsewhere, sale receivables not coming to the lender as a repayment and so on. Prudent customer selection is critical and is highly dependent on a relationship manager’s market awareness and client background information.
Being one of the most preferred asset classes in the lending space today lends this business the immense challenge of competing with all FIs / banks in a highly price sensitive target segment.
Job Context
Key Aspects
Mortgage function added as most recent line of business to ABFL in 2011, caters to the short term and long term funding needs of the Institutional as well as retail clients across the country. The product portfolio includes Loan against property, Lease rental discounting, home loans disbursements, etc
Late entry into a highly competitive and commoditized market
While unit of sizing up the business is its loan book size, the mortgage function has been tasked with profitability and zero delinquency as key objectives
Market has displayed a high dependence on distributors historically for sales. Distributors not tied agents.
Target customers largely from the self employed category, making regional/ local variables central to customer’s decision making
Business cycles follow real estate market fluctuations, although Tier 1 cities are least impacted as a result
Product associated with high emotional value [property]. Relationship management key to procuring business and post

Work arrangement
No