Qureos Mentor

Aditya Birla Capital

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 Job Purpose
 
 
 
 The purpose of this job is to acquire and grow the lending book for the SME segment for the assigned geography. The role entails both identification of newer customer segments, as well as strengthening existing customer relationships through continuous engagement and ensuring customer retention on the lending platform
 
 
 
 Job Context &amp; Major Challenges
 
 
 
 Organizational Context
 
 
 Aditya Birla Finance Limited ("ABFL"), a lending subsidiary of Aditya Birla Capital Limited is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. ABFL is registered with RBI as a systemically important non-deposit accepting non-banking finance company (&ldquo;NBFC&rdquo;) and is amongst the top five largest private diversified NBFCs in India based on AUM
 
 
 For the Quarter ended 31st December 2019, ABFL has a lending book of Rs. 479.33 billion and a net worth of Rs. 80.89 billion. ABFL&rsquo;s long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in November 2019. ABFL also has long-term credit rating of AAA (Stable) by India Ratings, Perpetual debt credit rating of AA+ (Stable) by ICRA and AA+ (Stable) by India Ratings (Stable) and short-term credit rating of A1+ by ICRA &amp; India Ratings.
 
 
 The SME vertical specializes in funding all kinds of Indian business legal entities (private limited, public limited, proprietorships etc.) with a turnover of 500 Cr or more. The average ticket size of this lending is 5cr. .
 
 
 The fact that the Vertical is sector agnostic and coupled with the dependence on the cash flows of its borrowers for recovering its dues requires all its personnel to have a very high credit appraisal skill set. Despite the Corporate Finance industry being materially large in size, given the ultra-high competition in this field from other financial institutions including banks who have greater access to cheaper funds translates into the sales personnel being required to have superior sourcing and negotiation skills. Additionally, the treadmill rolling nature of a sizeable portion of its business (short term repayments), the business requires high energy, ability to build deep relationships and market knowledge.
 
 
 Job Context
 
 
 
 Key Aspects
 
 
 
 The EB &amp; WM function is engaged in funding short term, medium term and long-term working capital needs of SMEs via a suite of customized short and long tenured products.
 
 
 While unit of sizing up the business is its loan book size, profitability and zero tolerance on delinquency are key business objectives
 
 
 Strong understanding of business finance, loan structuring methods and credit administration are key to building credibility with customers and gaining competitive advantage
 
 
 Understanding of local market patterns such as specific occupations/trade, industries at play, local financial and investment preferences and practices important to gain competitive advantage while structuring loans and identifying leads.
 
 
 Key Challenges
 
 
 Increase the market share in targeted locations against competition
 
 
 Constantly upgrade financial, know-how of self on loan structuring methods and business financials in order to build credibility with customers
 
 
 Stay abreast with the recent market trends and local market preferences and needs
 
 
 Ensure credit quality and carry out effective portfolio selection and pre-screening to minimise risk of NPAs
 
 
 To ensure complete safety of financed amount through post sanction surveillance by maintaining strong client relationships and monitoring collaterals
 
 
 
 Key Result Areas
 
 
 
 
 KRA (Accountabilities) (Max 1325 Characters)
 
 
 Supporting Actions (Max 1325 Characters)
 
 
 
 KRA1 Sales Growth Achieves sales targets through:Driving pipeline funnel to achieve book size and market share
 
 
 Monitors local market trends and competitive offerings &amp; identifies opportunities for business expansion for the region
 
 
 Ensures minimal client attrition through strong client engagement activities
 
 
 Engages with the investment bankers, chartered accountants and brokers in the for sourcing new business on a regular basis
 
 
 Raises escalation on delinquent cases/ potential NPAs and closely monitors these through the team for collection dues.
 
 
 Tracks key accounts in the portfolio about health of the business and potential early warning signs of NPAs
 
 
 KRA2 Client Acquisition
 
 
 &amp; Relationship
 
 
 Management Acquisition of new clients
 
 
 Increases quantum of area business through strong focus on cross-selling initiatives &amp; innovative product mixes.
 
 
 Cultivates a deeper customer bonding by ensuring faster TATs in collaboration with the Credit analysts, enabling the use of technology to improve operational efficiencies &amp; responsiveness in customer service to ensure retention of existing customers.
 
 
 KRA3 Disbursal-Timely disbursement of the loans to customers with proper documentation Coordinate with internal stakeholders to process the applications
 
 
 Coordinate with internal teams and respond to their queries to ensure timely &amp; accurate disbursal
 
 
 Complete transactions with customer with appropriate documentation
 
 
 KRA4 Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies &amp; processes Gather market intelligence on a regular basis
 
 
 Share the market intelligence with the Area Sales Manager
 
 
 KRA5 Portfolio quality, Profitability--Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitability Track over-due account daily for the business
 
 
 Intervene to ensure collection for initial overdue accounts on timely basis
 
 
 Ensure profitability by right pricing, processing fees
 
 
 Implement all cost management initiatives on a timely &amp; accurate basis
 
 
 KRA6 Organisation Process Efficiency-Implement process improvements to ensure process efficiencies Adhere to all processes for pre &amp; post sourcing processes
 
 
 Provide inputs to Area Sales Manager for Sales MIS
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Senior Relationship Manager- Mid Market & Supply Chain - Bangalore

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 Job Purpose: Write the purpose for which the job exists (in 2-3 lines)
 
 
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 The Purpose Of This Job Is
 
 
 
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 To execute the business objectives for the area in line with the regional Small Ticket Unsecured Loans
 
 
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 segment objectives of book size, profitability, portfolio management, etc. in consultation with the
 
 
 Regional Sales Manager &ndash; Small Ticket Unsecured Loans
 
 
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 To deliver on the area strategy in terms of target segments, strengthening existing relationships and
 
 
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 setting up new channels for market penetration, and set business objectives and operational plans for
 
 
 the area organization.
 
 
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 To act as a point of escalation for specific cases, fraud alerts, customer complaints or exception
 
 
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 handling and support the removal of bottlenecks for the achievement of business targets for Small
 
 
 Ticket Unsecured Loans segment at an area level
 
 
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 To grow business penetration in the area by directing and building the capability of SMs, and ensure
 
 
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 cascade of plans and strategies down the line
 
 
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 To ensure the end to end management of Small Ticket Unsecured Loans business transactions in the
 
 
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 area with superior product delivery, and to monitor the credit quality of new acquisitions with
 
 
 compliant sales operations &amp; partnership with Risk team
 
 
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 To develop and manage the regional team to ensure motivation and focus towards achieving business
 
 
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 results
 
 
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 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.
 
 
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 Business Workforce Number
 
 
 (Max 254 Characters)
 
 
 Unit Workforce Number
 
 
 (Max 254 Characters)
 
 
 Function Workforce Number
 
 
 (Max 254 Characters)
 
 
 Department Workforce Number
 
 
 (Max 254 Characters)
 
 
 Other Quantitative and Important
 
 
 Parameters for the job: Budgets/
 
 
 Volumes/No. of Products/Geography/
 
 
 Markets/ Customers or any other parameter
 
 
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 Job Context &amp; 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
 
 
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 Job Context
 
 
 Key Aspects
 
 
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 The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes,
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 Given nature of customers, the business also entails stringent controls and monitoring to ensure
 
 
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 portfolio health and quality at all times
 
 
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 While unit of sizing up the business is its loan book size, profitability and minimized delinquency are
 
 
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 key business objectives.
 
 
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 Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered
 
 
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 to customers
 
 
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 Understanding of product market characteristics such as channel relationship management, area
 
 
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 specific occupations/trade, local financial preferences and practices are important to gain competitive
 
 
 advantage while structuring loans and identifying leads.
 
 
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 The Area Sales Manager &ndash; STUL is responsible for driving the SMs to maximize profit, growth &amp;
 
 
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 customer service objectives via a series of planned business development and channel expansion
 
 
 initiatives.
 
 
 Key Challenges
 
 
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 To build the area business in line with the adopted regional strategy, i.e. starting with limited team
 
 
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 strength/ depth and growing with expanding business operations and performance
 
 
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 To build and grow the business while remaining cognizant of competitive realities in the following
 
 
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 Areas
 
 
 
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 Market linked product
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 Market average IRR &amp; processing fee levels
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 Market average DSA pay-outs
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 To originate and develop market share in Tier-I and II locations within the area, against stiff
 
 
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 competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder
 
 
 satisfaction
 
 
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 To drive dual focus on growing volume and ensuring sourcing quality, given nature of the customer
 
 
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 profile (individuals/ MSMEs)
 
 
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 To constantly upgrade financial &amp; operational know how of self and team members on efficient loan
 
 
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 processing, effective negotiation and relationship building for maintaining credibility with DSA network
 
 
 and profitable target achievement
 
 
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 To keep abreast with latest market trends through focused market intelligence, as well as regulatory
 
 
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 changes for inputs on requisite amendments to policies, processes, etc.
 
 
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 To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing
 
 
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 funnel is built to meet targets
 
 
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 To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential
 
 
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 NPAs
 
 
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 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)
 
 
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 Key Result Areas Supporting Actions
 
 
 Business growth through Channel
 
 
 Management - Effectively grow and
 
 
 leverage the channel network in
 
 
 Area to ensure meeting of topline &amp;
 
 
 bottom line targets
 
 
 Channel types
 
 
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 Direct Sales Agents
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 Online aggregators
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 Internal sources that provide
 
 
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 qualified leads like marketing
 
 
 department
 
 
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 Explore &amp; identify potential channel partners in Area
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 Evaluate potential channel partners in Area
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 Meet &amp; negotiate terms of engagement with potential channel partners in lines with business potential
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 Onboard the channel partners
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 Constantly engage with &amp; activate key area level channel partners while ensuring targeted ROEs for the channel partners
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 Implement engagement programs &amp; sales training to develop channel partners
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 Monitor SLAs, sales efficiencies and ROI of channels
 
 
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 Business growth through Customer
 
 
 Acquisition- Ensure customers are
 
 
 acquired by selling STUL towards
 
 
 meeting topline targets
 
 
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 Identify business growth opportunities at area level, drive new account acquisition strategies to achieve business objectives
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 Cascade goals to Sales Managers; Set weekly targets with Sales Managers
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 Conduct weekly review of Sales Managers
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 Meet customers along with channel partners
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 Ensure alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
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 Ensure smooth coordination of team with internal stakeholders to process the applications
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 Negotiate commercial terms
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 Ensure appropriate Funnel management in the Area to ensure adequate conversion from login and disbursement
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 Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources
 
 
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 Disbursal &amp; MIS - Drive timely
 
 
 disbursement of loans to customers
 
 
 with proper documentation to
 
 
 ensure satisfied customers across
 
 
 Area
 
 
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 Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
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 Ensure smooth coordination of team with internal teams and response to their queries to ensure timely &amp; accurate disbursal
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 Ensure completion of the transaction of team with customer with appropriate documentation
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 Collate Area level Sales MIS &amp; circulate
 
 
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 Market Intelligence-Gather market
 
 
 intelligence towards evolving
 
 
 competitive business strategy,
 
 
 policies &amp; processes
 
 
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 Gather market intelligence personally and push team to do the same
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 Carry out competition benchmarking
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 Share with Regional Head the above along with recommendations for improvements in process, pricing, policy
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Regional Sales Manager

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 Job Purpose
 
 
 
 Ensure budgeted capacitation of FLS &amp; achieve assigned business target by ensuring performance of assigned FLS with respect to recruitment of Advisors &amp; achievement of business targets.
 
 
 Drive implementation of initiatives aimed at improving sales productivity across all FLS.
 
 
 Ensure renewal targets are met and business health for the allotted locations so that functional goals are achieved.
 
 
 Relationship Management (Internal &amp; External) to drive performance.
 
 
 Drive local sales promotion effort for to support team members in achieving business targets.
 
 
 Ensure Risk Management as per company policy.
 
 
 Ensure compliance objectives and regulatory norms are achieved as per defined organizational guidelines.
 
 
 Identify and develop a team of sales professionals for the spoc locations.
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Cluster Manager_EM_Uluberia

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 This job is provided by apna.co
 
 
 
 HDFC Branch Banking Branch Relationship Officer JDJob Description
 
 
 
 Responsibilities Job Profile Employees are ON ROLLS of Aditya Birla Sunlife Insurance Employee will be mapped to the respective HDFC Branches basis on the geography assignedPrime Responsibility to generate insurance Business through HDFC Branch walkin customers and leads generated by the Branch staff They will be required to generate business only for the assigned branch in the assigned geography through New or Old customersProviding support to branch profitability by selling ABSLI Insurance product through different acquisition channels in the catchment area Will be responsible for achieving monthly sales target assignedNOPFYPPersistency Customer complaint Responsible for customer complains amp need to be resolved in the specific TAT amp Ensure quality customer service is deliveredPenetration of LI to existing and new customers Employee has to build the smoothprofessional relationship with the respective Branch Manager amp with the Branch employeesIn the open Architecture Scenario its very essential to built the strong relationship with the Banca partners Key ExpectationsTo Handle Bank customers requirements with the best services and products rangesTo make our self equipped with insurance and Bank Products knowledgeTo manage the relationship at all the levels to have the desire outputsCommunicating any product changes process change or change in any rules and regulations internal
 
 
 IRDA with the help of different training module to Banca PartnersSupporting in the actual sales and service aspects including sales calls issuance and complaint handlingDesired profile of the candidate Attitude amp Skill Set Self Presentation High on Communication amp Articulation Ability to Convince and InfluenceRelationship Management at all level employees of the BankExcellent customer handling SkillGoal orientation ResilienceSpecificationShould be willing to travel within cityOutside Location if requireLocal language MustShould be LocalityTwowheeler is Must to haveShould Know the Geography Well
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Associate Branch Relationship Officer

Area Sales Manager

Area Sales Head- SME Retail Tier 1 - Hyderabad

Area Sales Head- SME Retail Tier 1 - Chennai

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