Job Description

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The Relationship Managerof SEG Business is responsible to implement the SEG sales strategy in the assigned accounts , that can withstand competitive pressures, especially given ABFL\xe2\x80\x99s late entry into the SEG lending space having many competitors and many established players. He/she not only has to source & establish the business but also grow it profitably.

Key challenges for the SEG Business Senior Relationship Manager & Relationship Managers:- * Scalability: Though it\xe2\x80\x99s a late entrant SEG business needs to scale fast within a limited period to catch up with the competitors

• Market working capital in a retail way: Even though it\xe2\x80\x99s a secured line of business since the ticket size is small the volume of customers is high and lot of sectors can be tapped
• Cost management-The business has to do all the following well to ensure cost is less than competition
• Distribution challenge-One has to make a trade off between cost & reach
• Delivery of TAT for loan decision-The decision must be made faster than the time taken for SME loan decisions
• Disbursal challenge-the disbursal has to be seamless using technology, reduction in documents etc
• Post disbursal customer service-This must be simplified, standardised, repetitive & reproductive since given the volumes personalised service is not possible

3) 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)- Maximum 10 KRAs can be updated

Key Result Areas (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

Channel Management-Effectively tap different types of channel partners to ensure meeting of topline & bottom line targets

Channel types * Direct Sales Agents

• Mediators(CAs)
• Internal sources that provide qualified leads like marketing department

• Understand how different channels function
• Gain thorough understanding of different & varied securities for transactions
• Research to scout for potential channel partners
• Gather data for evaluation of potential channel partners
• Meet & support the negotiation of terms of engagement with potential in lines with business potential
• Support in the onboarding of the channel partners
• Constantly engage with & activate channel partners while ensuring targeted ROEs for the channel partners

Customer Acquisition/Sourcing-Acquire customers by selling SEG loans towards meeting topline targets

• Meet customers along with channel partners
• Organise channel partner, customer visits for seniors
• Check for alignment of cases put up by the channel partners on a daily basis with the internal policies /guidelines
• Negotiate commercial terms
• Appropriate Funnel management to ensure adequate conversion from login and disbursement
• Coordinate with business analyst & risk teams to get loan approval decision
• Fulfillment of qualified leads provided by mediators, internal sources

Disbursal-Timely disbursement of the loans to customers with proper documentation

• Coordinate with internal stakeholders to process the applications
• Smooth coordination with vendors for timely submission of relevant customer documents
• Coordinate with internal teams and respond to their queries to ensure timely & accurate disbursal
• Complete transactions with customer with appropriate documentation

Customer Service- Service customers effectively to meet customer service standards

• Raise accurate & timely invoices
• Calculate & charge GST accurately
• Provide relevant updates to customers

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

• Gather market intelligence on a regular basis
• Share the market intelligence with Area managers
• Provide suggestions for improvement in processes, pricing, policy etc to Area Managers

Portfolio quality ,Profitability--Maintain quality of portfolio to minimize NPAs, Implement measures to ensure profitability

• Track over due account on a daily basis for the business
• Intervene to ensure collection for initial overdue accounts on timely basis
• Collaborate with Collection teams for remaining over due cases & ensure collection on a timely basis
• Ensure profitability by right pricing, processing fees
• Implement all cost management initiatives on a timely & accurate basis

Organisation Process Efficiency-Implement process improvements to ensure process efficiencies

• Adhere to all processes for pre & post sourcing processes
• Provide inputs to Area Manager for Sales MIS

Aditya Birla Group