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Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
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Aditya Birla Capital Limited
Aditya Birla Capital Limited (“ABCL”) is a listed systemically important non-deposit taking Non-Banking Financial Company (NBFC) and the holding company of the financial services businesses. ABCL and its subsidiaries/JVs provides a comprehensive suite of financial solutions across Loans, Investments, Insurance, and Payments to serve the diverse needs of customers across their lifecycles. Powered by over 63,750 employees, the businesses of ABCL have a nationwide reach with over 1,712 branches and more than 200,000 agents/channel partners along with several bank partners.
Nationwide Branches
1,712
No. of Employees
63,750+
Agents/Channel Partners
2,00,000+
Aggregate Assets
INR 5.50 Lakh Cr
Active Customer Base
39 Million
Consolidated Lending Book
INR 1.78 Lakh CrCorporate Governance Policies
Financial and Debt-Related Policies
Business and Partnership Policies
Money management made easy
Understanding direct and indirect taxes
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| Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD |
Business | Aditya Birla Capital Limited | ||
Unit | Aditya Birla Housing Finance Limited | ||
Location |
| ||
Poornata Position Number of the job |
| Reports to: Poornata Position Number |
|
Poornata Position Title of the job | Zonal Sales Manager(ZSM) | Reports to: Poornata Position Title | Head-Affordable |
Function | Sales | Reports to: Function | Sales |
Department | Housing Finance | Reports to: Department | Housing Finance |
Date of writing/ Updation of JD | August 2020 |
| 1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) |
The purpose of this job is to co-design (with Head-Affordable and team inputs) and deliver on the zonal strategy for driving ABHFL business, leading the team for effective execution considering local variances and competitive dynamics. It takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health. It serves to drive business profitability by taking appropriate pricing decisions, addressing underperformance, process inefficiencies/ gaps, channel/ cost optimization opportunities, etc. It acts as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks for the achievement of business targets at the zonal level. It drives cross-selling across ABHFL and ABC products/ solutions in the zone as per strategy agreed with Head-Affordable and unique client requirements. |
2) 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. | |
Business Workforce Number |
|
Unit Workforce Number |
|
Function Workforce Number |
|
Department Workforce Number | 2-3 Regional Sales Manager |
Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter |
|
| 3) 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 |
Organizational Context Key Aspects:
Job Context Key Aspects:
Key Challenges
Enabling Skill Sets & Qualifications
|
| 4) 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) | |
Key Result Areas | Supporting Actions |
Zonal Sales Strategy |
|
Business Growth & Customer Acquisition/ Engagement |
|
Operational Effectiveness
|
|
Cross-Selling across ABC products |
|
Team and Internal Stakeholder Management |
|
Portfolio & Risk Management |
|
| 5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report) |
Regional Sales Manager – ABHFL Responsible for building book size as per assigned targets and industry/ prospects coverage, while ensuring sufficient sourcing funnel, revenue generation, profitability, MIS, portfolio management, as per desired levels; to devise effective client origination and relationship building-maintenance tactics as per distinct needs of target constituents; to ensure the end to end management of solutions and transactions with superior delivery and credit quality monitoring of new acquisitions
|
| 6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives | ||
| Relationship Type | Frequency | Nature |
Internal |
|
|
Directors
Head-Affordable – ABHFL
Head – Risk
Head – Operations
Region/ State Heads
Area Sales Heads/ Sales Managers
Sales Governance
Business Development Team
Builder Segment Team
Risk function.
Operations function
HR function
Marketing function
IT function
| Weekly/ Need Based
Weekly/ Need Based
Need Based
Need Based
Daily
Fortnightly/ Need based
Need Based
Need Based
Weekly/ Need Based
Daily
Weekly/ Need based
Need Based/ Process Driven
Need Based
Need Based | Review on business performance, strategic decision making/ approvals, transaction discussions and approvals
Business MIS, review on new market development, product performance & progress on objectives, escalations
Transaction discussions and escalations management
Transaction discussions and escalations management
Review of sales operations, planned execution, escalation/ exception cases
As above
Ensuring sales compliance; payout/ incentive design-execution, channel, team on-boarding, etc.
Identifying & developing new institutional relationships
Identifying, developing, maintaining builder relationships
Proposal evaluations, portfolio monitoring, NPA management
Client servicing issues, TAT reviews, NPA management
Recruitments, Performance Reviews, Training, Talent Management
Support on Marketing programs
Back-end/ systems support |
External |
|
|
Existing and Prospective customers
External Forums & Networking platforms
DSAs/ Builders/ Arrangers/ DCM desks/ Bankers
| Bi-weekly/ Need Based
Ongoing
Ongoing | CRM for relationship management and understanding needs for customized solutions
Develop relationships in the market, scan current trends/ dynamics & build awareness on new business
Relationship management at senior levels, handling key deals/ arrangements/ escalation management |
12 - 15 years
Post Graduate