01Overview
Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD
Business
Financial Services
Unit
Aditya Birla Capital Limited
Location
Poornata Position Number of the job
Reports to: Poornata Position Number
Poornata Position Title of the job (30 characters max)
Area Sales Head
Reports to: Poornata Position Title
Regional Sales Head/Cluster Sales Head
Function
Sales
Reports to: Function
Sales
Department
Retail LAP - Tier 1 DSA Channel
Reports to: Department
SME
Designation of the Employee
Area Sales Head
Designation of the Manager
Regional Sales Head/Cluster Sales Head
Date of writing/updation of JD
20 th Nov 2023
Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)
To set business objectives for area in line with the Retail LAP Tier 1 business unit objectives of book size, profitability, MIS & portfolio management, team building etc.; to devise business strategies for Area wise achievement of business objectives and to execute the SME business distribution strategy by managing Retail DSA Channel Partners. To ensure the end-to-end management of SME transactions with superior product delivery and to monitor the credit quality of new acquisitions
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
Retail LAP - Tier I
Parameters
Measurement Unit
Last Year
Current Year (LE)
Next Year (Proj)
FY 22-23
FY 23-24
FY 24-25
Closing Book
Amt In Cr
6,048
7,800
10,700
No. of Customers (Lan)
Count
5,300
6,500
9,000
Disbursement
Amt In Cr
3,525
4,000
4,500
Locations/Branches
Count
40
55
70
Revenue-(NII + Fee Income )
Amt In Cr
272
327
375.0
PBT
Amt In Cr
191.6
226.0
255.0
PAT
Amt In Cr
143
168
189
CIR
%
33.4%
31%
31%
ROA
%
2.72%
2.55%
2.50%
ROE
%
18.15%
19.50%
19.00%
Insurance Xsell
Net Amt In Cr
15.0
20.0
27.5
Quality/GNPA
%
183
165
150
Bounce %
%
16.0%
13%
11%
Sales + Collection + Support (Head Count)
Count
160
225
275
DSAs & Vendor
Count
1,750
2,250
2,500
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 ((Max 3975 Characters)
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, SME 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 (NBFC) and is amongst the top five largest private diversified NBFCs in India based on AUM.
For the FY ended 31st March 2023, ABFL has a book size of Rs. 66,923 Crores, net PAT of Rs 1287 Crores and net worth of 7,784 crores. The Net Interest Margin expanded by 53 bps y-o-y to 7.35% and ROA at 2.47%. ABFLs long-term credit rating of AAA (Stable) has been reaffirmed by ICRA in February 2023. ABFL also has a 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 & India Ratings.
SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, Small & Medium enterprises. It encompasses a wide variety of financing solutions for clients, ranging Loan against property, to more complex Lease Rental discounting, Commercial Purchase and Construction Finance lending. Financing solutions are provided to Self-Employed [professionals/ non-professionals] against a wide array of lending programs, each of which aims to estimate the clients repayment capability accurately before the company to take an exposure. The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income/ residence, profile, collateral [valuation, marketability], ownership structure of business and the property and many others.
Loan approvals entail a good mix of profile checks, balance sheet lending and collateral assessment. An in-depth understanding of the customers business model, Cash flows, customers & suppliers, success factors and dependencies needs to be considered given these are long term exposures [ranging upto 15 years]. The financials are assessed to understand the repayment capability in the near and long term. Collateral assessment is another complex part of the underwriting process involving checking the structural stability, marketability, valuation, regulatory / local body compliance and legal Basic
