Job Context & 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, Mid Market 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 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’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 & India Ratings.
The Mid Market 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 10cr. .
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:
o The EB & WM function is engaged in funding short term, medium term and long-term working capital needs of
Mid Markets via a suite of customized short and long tenured products.
o While unit of sizing up the business is its loan book size, profitability and zero tolerance on delinquency are key
business objectives
o Strong understanding of business finance, loan structuring methods and credit administration are key to building
credibility with customers and gaining competitive advantage
o 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
o Increase the market share in targeted locations against competition
o Constantly upgrade financial, know-how of self on loan structuring methods and business financials in order to
build credibility with customers
o Stay abreast with the recent market trends and local market preferences and needs
o Ensure credit quality and carry out effective portfolio selection and pre-screening to minimise risk of NPAs
o To ensure complete safety of financed amount through post sanction surveillance by maintaining strong client
relationships and monitoring collaterals
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
Sales Growth o Achieves sales targets through
1. Driving pipeline funnel to achieve book size and market share
o Monitors local market trends and competitive offerings & identifies
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opportunities for business expansion for the region
o Ensures minimal client attrition through strong client engagement
activities
o Engages with the investment bankers, chartered accountants and
brokers in the for sourcing new business on a regular basis
o Raises escalation on delinquent cases/ potential NPAs and closely
monitors these through the team for collection dues.
o Tracks key accounts in the portfolio about health of the business and
potential early warning signs of NPAs
Client Acquisition
& Relationship
Management
o Acquisition of new clients
o Increases quantum of area business through strong focus on cross-
selling initiatives & innovative product mixes.
o Cultivates a deeper customer bonding by ensuring faster TATs in
collaboration with the Credit analysts, enabling the use of technology
to improve operational efficiencies & responsiveness in customer
service to ensure retention of existing customers.
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 & accurate disbursal
• Complete transactions with customer with appropriate documentation
Market Intelligence-Gather market
intelligence towards evolving competitive
business strategy, policies & processes
• Gather market intelligence on a regular basis
• Share the market intelligence with the Area Sales Manager
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 & 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 Sales Manager for Sales MIS