Business Head | Commercial Lending|JR00104688

Job Reference
• JR0010XXXXXX

Job Summary
• Business Head - Commercial Lending

Job Purpose

"This position is open with Bajaj Finance Limited" Drive the Mid market & Auto-Component Manufacturing commercial lending business by providing strategic support to team in effectively managing the requirements of existing clients and identifying/ developing relationship with new clients to scale up the business with mid corporates, ensure acquisition of profitable business/ clients and achieve defined business targets for department.

Job Duties & Key Responsibilities
• Duties and Responsibilities - 1. P&L Management
• Manage and review income and expenses to go into P&L account on monthly basis (including payout to sourcing partners fees from transactions salaries penal collections from customers prepayment penalty interest from customers cross sell income etc)
• Prepare capacity plan at the beginning of the year identify manpower requirements for sales design incentive schemes for coverage team and establish appropriate operational levers/ processes to minimize leakages slippages or excessive costs
• Arrive at various costs and projections for topline and bottom line financials
• Provide overview of business performance and overall profit and loss for business in senior management reviews 2. Strategy Making
• Identify key strategic areas for business (GEO Expansion Distribution & resource management)
• Contribute to strategizing for LRP for the business and participate in creation of annual operating plan (AOP) along with product team and support functions for the business.
• Lead preparation and execution of the business plan on monthly basis by identifying potential/bankable transactions across various industry segments. 3. Auto component commercial lending business management  Identify business focus areas (such as target customers/ new markets etc.) and develop action plan to grow/ expand business for auto/mid market commercial lending business and achieve set targets (topline) & profatibility  Review the database of curated client list pan India to identify new leads and evaluate/monitor opportunities identified by relationship managers  Provide inputs to team in designing the proposals and review & sign off the final draft for sanctioning financing of auto component manufacturers/mid market business requirements  Recommend the appropriate rate to be offered in business proposals to ensure maintaining profitability of the business as well as acquisition/ retention of customers  Propose design of new products/ policies or revisions in existing products/ policies basis market analysis of target segment’s requirements (  Recommend for creation of better ecosystem (through processes and operational improvements) to support/ enable team in providing best in class service to the customers 4. Relationship management  Develop and maintain relationship with Bank Syndication teams/DSAs/ credit agencies/ freelancers in market to generate business leads through them for own business  Develop and manage relationship with new/ existing customers to scale up the business conducted ensuring growth of revenue stream for auto component lending business  Engage with CFO and key stakeholders from customers’ end to discuss proposal negotiations/ rates for various products/ policies  Interact with big prospective customers along with regional managers to provide extra support and close the deal
• Major Challenges -  Effective negotiation with clients on commercials and deal closure  Balance business requirements and stakeholders expectations while driving mid corporate/auto component lending business growth
• Key Decisions / Dimensions - 5. DECISIONS (Key decisions taken by job holder at his/her end) Decisions made by job holder Following decisions are taken by the role:  Business decision on pricing transactions hiring business strategy including product proposition Financial Dimensions (These should be quantifiable numerical amounts)  AUM – Rs 7500 cr PBT- 150 crore. Other Dimensions (Significant volume dimensions associated with the job)  Total Team Size: 17  Number of Direct Reports: 4  Number of Indirect Reports: 13  Number of Outsourced employees: 2

Required Qualifications And Experience
• a) Qualifications  MBA in finance domain/ Chartered Accountancy b) Work Experience  15+ years of work experience  In-depth understanding of mid market/automobile industry & others  Experience in managing mid/large corporate clients.  Thorough understanding of financial statements (reading , understanding & interpreting)  Knowledge of mid market/corporate banking/financial lending industry