JSW Steel - Head - Customer Finance

Position Name Head Customer Finances (F&A) STEEL & COATED (JSW + JSCPL+ BPSL)

Purpose : With the progressing size of business and complexities of entire JSW steel and its associated Companies for Steel Business due to aggressive growth plans, it is essential to create a structure to address various customer finance needs of JSW customers with an objective to reduce JSW direct credit exposure and to improve cash flows and health of receivables. This position it to drive strategic initiatives and execution of key drivers to reduce JSW credit significantly and support business growth.

1. Business Revenue size of approx. Rs. 200,000 Crore

2. Customer Finance management (CF/ RF/ LC/BG etc)

3. Domestic Letter of Credit Management of approx.

4. Channel Finance + Factoring + BG Management

5. Customer base ~500 Corporate Group -~ 3000 Legal Entities-27-28K Customer Codes (span of monitoring & interactions)

6. Branches Business Finance Locations 25, Plant Business Finance Locations - 7 , GBS AR teams (Span of interaction)

7. External Agencies - Banks/ NBFCs / Customer Sourcing/ Customer Finance/ Customer Banks etc

8. Internal Stakeholders - BH, PH, Category Heads, RM, Regional/ Branch Finance teams, Corp. Working Capital teams, CAM etc.

Key Result Areas (Key Performance Indicators):

1. Drive customer finance options

2. Add / enhance customer base / limits & utilization of Channel Finance in line with business needs.

3. Pursue OEM, auto major & their vendors & other project customers for alternative payment methods to reduce JSW clean credit exposure on continuous & structured basis.

4. Digitize the DDR, RF & LC process to ensure speed, agility & enhanced controls/ compliance.

5. Value add analysis to trigger management discussions in the area of customer finances

6. End to end cost optimization to facilitate competitive sales pitch.

7. Drive additional cash flow targets through customer finances in line with corporate needs.

8. Simplification, Workflow, automation & digitation of entire process customers facing processes (BG, LC, CF, RF, MARPA, CASH APP,) etc.

9. Completion and market insights on customer finances

Critical Tasks :

1. Continuously review JSW credit customers to keep converting into alternate finance options.

2. Strategic monitoring of Letter of Credit negotiations, Factoring, Channel Finance DDR, enhance limits and utilization of CF etc.

3. Continuous interaction with sales & marketing, along with actionable, reviewable & monitorable action plan on customer credit profile conversion road map.

4. Continuous monitoring the health of entire customer finances portfolio (CF/ LC/RF/ BG etc) to ensure all proactive actions in place to mitigate any default or NPA risk

5. Ensure Statutory compliances, adherence to internal controls & compliances.

6. Effective communication with all sales, branches, banks, customers etc.

7. Continuous monitoring & improvements in SOPs, SLAs

8. Benchmarking - internal & external.

9. Driving Digitization initiatives

Decision making authority (Decisions expected):

- LC Deviations, Channel Finance Proposals, Factoring proposals etc

Educational Background and Work Experience : A MBA with Engineering / Science background or MBA with CA + seasoned with functional & hands on experience in various customer finance instruments and sales / customer dealings.15-18 Years of experience. Additional qualification like Banker will be added advantage.

Competencies :

- A creative, strategic thinker and self-starter and is proactive

- Excellent interpersonal, advocacy and quick decision-making skills.

- Strong customer service commitment for internal and external stakeholders.

- Ability to establish and meet deadlines; ability to establish clear priorities quickly.

- Excellent reputation for integrity and judgment.

- Enterprising Acumen

- Calculative Risk-taking ability

Working relationships - Stakeholders:

- Sales & Marketing

- Regional Finance & Plant/ GBS AR teams

- Customers

- Banks and NBFCs

Key Success Factors - Challenges:

- Reduction in JSW Credit Exposure

- Quality of receivables and DSO