Aditya Birla Financial Services - Relationship Manager - Institutional Sales

Aditya Birla Finance (ABF) is the NBFC arm of Aditya Birla Financial Services Group. The company offers specialized solutions in areas of Capital Market and Corporate/ Trade Finance. The Capital Market Solutions Suite includes Promoter Funding, Loan Against marketable securities, IPO Financing, ESOP Financing. The Corporate/ Trade Finance Solutions Suite includes Invoice/ Bill Discounting, Loan against Property, Lease Rental Discounting and Term Loan

The Institutional segment of CMG is engaged in meeting short term & medium term liquidity requirements of its corporate / Super HNI Clientele.

The product portfolio includes Loan against shares, loan against mutual funds, loan against bonds, structured products, promoter funding, broker funding, IPO Financing, Margin Funding (LASi), Cross Selling of the ABFSG Products & any other existing / new products in the security based lending space.

Also to ensure periodical reset of interest rates for their own client and regularisation of margin.

The main challenges faced by this profile include keeping abreast of the latest market scenario/intelligence, converting a potential lead into a client against competition by a thorough understanding of the client requirement & providing client satisfaction for harnessing long term relationship

The critical skill sets that this profile requires are a strong local network, an ability to interpret market trends, excellent communication and negotiation skills and high customer & target orientation.

Principal Accountabilities:

Accountability/Supporting Actions:

To achieve targeted Portfolio, NIM & fee income - To achieve periodic sales/NIM targets of assigned portfolios

- To maintain projected fee income at budgeted numbers and undertake cross selling initiatives to achieve them

To undertake new client acquisition, retention & growth for larger customer base - To identify potential clients (promoters, brokers, corporate, wealth clients) through direct sales /DSA/referral networks

- To execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly Calls.

- To build/work on a strong DSA network & generate faster TAT for deal closures

To contribute to customer satisfaction initiatives - To stay abreast of the client requirements and monitor the relationship from initiation to closure

- To ensure that client promises are kept and their grievances are adequately addressed or highlighted

To ensure policy/process adherence and documentation - To be aware of all critical policies, processes & documentation for all the products & ensure compliance

- To help the risk & review process by continually monitoring the client profile & the margin shortfall within predetermined time limit to ensure zero NPAs

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

- To send periodic lead closure & sales reports to the functional head

To contribute in team development and skill enhancement - To ensure ongoing self development - attend internal and external training programs, other relevant certifications that enhances the skills in the financial sales services