Aditya Birla Financial Services - Regional Sales Manager

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. The Capital markets group (CMG) is a specialised financing arm of NBFC; engaged into meeting short term & medium term fund requirements of a wide range of customers on PAN-India basis against collaterals of shares, mutual fund units, Bonds & other marketable securities.

The major challenges for this profile include meeting own and team's sales targets in an industry with finite size, develop newer markets, managing team member/s, ensuring safety of financed amount, yet achieve targeted NIM & create a differentiation in a crowded and commoditised business.

The critical skill sets required to meet these challenges are excellent communication, presentation, analytical skills; high target & customer orientation; team management skills; credit understanding and, excellent channel management skills.

Principal Accountabilities:

Accountability/Supporting Actions:

- To achieve budgeted sales volumes and profitability in the designated geographies.

- To achieve the budgeted business volumes as well as Net Interest Margin (NIM) for self as well as ensure the same for his team.

- To achieve Fee income targets while focusing on cross sell and syndication.

- The product segment includes Loan against shares/MF Units to Brokers, HNIs, Retail clients; Loan against Insurance Policies, ESOP Financing, IPO financing and Special opportunity financing.

- To develop new locations / markets for CMG Business - To do the scoping and develop the identified market by building a sustainable relationship base.

- Create a positioning for CMG business in these markets.

- To undertake new client acquisition, retention & growth for larger customer base - To map the target HNI & Retail clients in the state and drive relationships with them to have a healthy pipeline & regular disbursements

- To identify & develop sourcing channels DSAs, Internal Channels and work with Alliances team for development of National Alliances.

- Build strong relations with clients/channel partners and offer multiple products across ABFSG business suiting client needs (there is dedicated KRA with 10% weightage on Power of one)

To maintain effective service standards and ensure superior client as well as channel satisfaction

- To ensure satisfaction for the portfolio clients as well channel partners. Co-ordinate with the Risk / OPS/ Finance/ Credit / Legal teams for effective servicing from loan processing to information requirements to post disbursement requirements.

- Ensure information for new Product/Services to existing client base and business partners

- To generate repeat business as well as references from the existing clients

- To keep abreast of the latest trends, market intelligence and competitor intelligence, identify new customer satisfaction parameters & share with the other teams.

To ensure adherence to policies, processes and Audit requirements.

- To undertake documentation and KYC formalities for the customers in a seamless manner while managing good TATs

- To ensure compliance of all critical policies & procedures, documentary and audit requirements for the business proposals and the portfolio on an ongoing basis

- To ensure high standards of portfolio management(Margin regularization, market intelligence &NPA management)

- The stock market volatility impacts the security value on continuous basis. Ensure proactive regularization of margin shortfalls each time.

- To keep up breast of the latest developments in the local market & report for any indication of customer defaults, trends etc.

- To maintain good quality lending book and manage stress /overdues (if any) by engaging actively & proactively with all stakeholders.

To formulate periodic MIS - To ensure LMS updation for entire set of clients, existing, new and proposed and enter all activities until the closure of each transaction.

- To send periodic reports to Zonal Head: HNI Sales for meetings lead closure ratios, sales volumes, status of new product launches

Managing Self/Team Development/Skill Enhancement:

- To identify, build and develop a team of RMs, DSTs & Sales Support staff in the region.

- To impart product and service training to his team members/DSAs

- To ensure ongoing self as well as team training and development.