Job Description
8 - 10 years
Chartered Accountant (C.A.) | MBA/PGDM
Mortagages - LAP- LRD
11 lkh ~ 12 lkh
JOB DESCRIPTION -
Position / Job Title (Proposed)
BDM / Sr. BDM
Designation
BDM / Sr. BDM
Function
Mortgages
Department
Institutional Mortgage
Reporting To
(Title)
Regional Sales Manager – Institutional Mortgage
Superior ’s Superior
(Title)
National Head – Institutional Mortgage
Poornata Position Code
JB10 and JB+
Unit
Aditya Birla Finance Ltd.
Location
Mumbai / Noida / Kolkata / Pune / Ahmedabad / Surat / Bangalore / Hyderabad / Pune
Business
Financial Services
Date
10-04-2021
1) Job Purpose
To achieve the targeted loan book, income (NIM+Fees) and maintaining closing book by selling Mortgages Insti products to Corporates & Institutional clients.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Function
Dept.
Section
Remarks
(As applicable)
1.
Manpower (Nos.)
A
Management
B
Staff
C
Worker
D
Contract
Total
2.
Other Relevant Parameters
(Capacity/Volumes/Budget)
A
Book size
B
NIMs
C
Number of client relationships/ DSAs managed
3) Job Context & Major Challenges
(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone?
As the debt arm of Aditya Birla Financial Services Group (ABFSG), Aditya Birla Finance Limited (ABFL) offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, we have made significant progress and our balance sheet at INR 15,000 Cr plus exceed that of several mid-sized Banks and NBFCs.
A well established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-diversified look, with equal weightage and focus given to the 3 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management agenda.
The company has a well-defined vision of being one of the most reputed and material financiers within the lending space – spread across both retail HNI and corporate clientele. We have made significant investments in our process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO +001:2008 across all our business processes. Spread across 18 cities, we plan on further diversifying our risk and revenue mix through expansion
To increase Institutional Mortgage businesses through continuous product/service innovation, creating a superior value proposition & implementing brand building strategies.
To ensure the end to end management of mortgage transactions with superior product delivery and to monitor the credit quality of new acquisitions.
To ensure sustainable and predictable net book growth driven by granular loan book, high revenue and fee income
Multiple products: Structured & customized term loan in the form of LAP, LRD, Construction finance and inventory financing. Cross Selling of ABFSG products and Syndication.
Varied customers range: Large & Mid Corporate, SME, MSMEs, Ultra HNIs/HNI
Multi Sourcing channel: Direct, Investment Bankers, National Alliances, Internal Channel, Financial Consultants, CAs
Wide ranging Ticket Size: INR 7.5 Cr going up to INR 200 crore per customer, the widest range in this industry.
Business challenges:
Larger number of variables & Finite market size: Economic situation, Industry and Corporate Performance, investor sentiments etc.in finite market size
Competitive dynamics: Over two dozen leading NBFCs (Foreign and Domestic), Private & Foreign Banks create fierce competition. Entry of new players and exit of few existing ones continue to add to the dynamism of the market.
Restore & rebuild: As the portfolio is primarily granular in the nature (with short term loan tenor also), the loan book need to be restored regularly by continuous generation of new business. Also, managing and monitoring quality of cash flows and security in the light of ever dynamic situation.
The main challenges faced by this profile include keeping abreast of the latest market scenario/intelligence, converting a potential lead into a client against competition by a thorough understanding of the client requirement & providing client satisfaction for harnessing long term relationship
The critical skill sets that this profile requires are a strong local network, an ability to interpret market trends, excellent communication and negotiation skills and high customer & target orientation.
The education & experience this profile requires is a qualification of Chartered Accountant or Post Graduate Degree or an MBA with minimum 3 – 5 years of experience for Relationship Manager and 5 – 8 years of experience for Senior Relationship Manager position.
4) Principal Accountabilities
Accountability
Supporting Actions
To achieve targeted Portfolio, NIM & fee income
To achieve periodic loan book, NIM targets in Insti Mortgage core products
To maintain projected fee income at budgeted numbers and undertake cross selling initiatives to achieve them
To undertake new client acquisition, retention & growth for larger customer base
To identify potential clients (promoters, brokers, corporate, wealth clients) through direct sales /DSA/NDs/referral networks
To execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly Calls.
To build/work on a strong direct network and DSA network & generate faster TAT for deal closures
To be in touch with existing client base on a regular basis to ensure retention and repeat business
To contribute to customer satisfaction initiatives
To stay abreast of the client requirements and monitor the relationship from initiation to closure
To ensure that client promises are kept and their grievances are adequately addressed or highlighted
To ensure high standards of portfolio management, Business from existing clients and Monitoring and collection,
Resolving audit queries
Keep abreast of local currents happening at market place to take key decisions before any event happens in market place
To be in touch with existing client base on a regular basis to ensure retention and repeat business
To ensure regular debt servicing and compliance of all covenants by continuous engagement with borrower group
To proactively and timely obtain and analyse MIS data on monthly/ quarterly basis depending on sector and type of transactions and identify any red flags or early warning signals
To issue NOC and other documents as and when asked by the customer for ensuring smooth business operations on a regular basis
To ensure policy/process adherence and documentation
To be aware of all critical policies, processes & documentation for all the products & ensure compliance
To help the risk & review process by continually monitoring the client profile & the margin shortfall within predetermined time limit to ensure zero NPAs
To formulate periodic MIS
To maintain / update LMS for their entire set of clients, existing, new and proposed and enter all activities until the closure of each transaction.
To send periodic lead closure & sales reports to the functional head
To contribute in own development and skill enhancement
To ensure ongoing self-development - attend internal and external training programs, other relevant certifications that enhances the skills in the financial sales services
5) Job Purpose of Direct Reports
6) Relationships (If Applicable)
Internal
Frequency
Nature
RSM – Insti Sales / Head Institutional Sales /
1. Daily
1. New client development, deal closures, market trend analysis, new market potential, existing client retention, repeat business from existing clients, Direct and Sourcing network expansion
External
Frequency
Nature
Corporates
Channel Partners/ Financial Consultants
3. Professionals from peer group companies
Daily
Daily
Daily
Relationship management, lead & reference generation
Lead generation & new business potential, market & client reports
Market & competitive intelligence, cross selling opportunities
SIGN-OFF
Signature
Name
Job Holder
Job Holder’s Superior
Date
Job Analyst
Signature
Name
Chartered Accountant (C.A.) | MBA/PGDM
Mortagages - LAP- LRD
11 lkh ~ 12 lkh
JOB DESCRIPTION -
Position / Job Title (Proposed)
BDM / Sr. BDM
Designation
BDM / Sr. BDM
Function
Mortgages
Department
Institutional Mortgage
Reporting To
(Title)
Regional Sales Manager – Institutional Mortgage
Superior ’s Superior
(Title)
National Head – Institutional Mortgage
Poornata Position Code
JB10 and JB+
Unit
Aditya Birla Finance Ltd.
Location
Mumbai / Noida / Kolkata / Pune / Ahmedabad / Surat / Bangalore / Hyderabad / Pune
Business
Financial Services
Date
10-04-2021
1) Job Purpose
To achieve the targeted loan book, income (NIM+Fees) and maintaining closing book by selling Mortgages Insti products to Corporates & Institutional clients.
2) Dimensions
What are the areas (in quantitative terms) the job has an impact on?
Function
Dept.
Section
Remarks
(As applicable)
1.
Manpower (Nos.)
A
Management
B
Staff
C
Worker
D
Contract
Total
2.
Other Relevant Parameters
(Capacity/Volumes/Budget)
A
Book size
B
NIMs
C
Number of client relationships/ DSAs managed
3) Job Context & Major Challenges
(What are the specific aspects of the job that provide a challenge to the jobholder in the context of the Unit/Zone?
As the debt arm of Aditya Birla Financial Services Group (ABFSG), Aditya Birla Finance Limited (ABFL) offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, we have made significant progress and our balance sheet at INR 15,000 Cr plus exceed that of several mid-sized Banks and NBFCs.
A well established brand and top 3 player in the Capital Markets space, today our product suite comprises of a well-diversified look, with equal weightage and focus given to the 3 lines of business. Having seen a y.o.y cumulative growth of 50% in both top-line and bottom line, sustainable profitability continues to be the key management agenda.
The company has a well-defined vision of being one of the most reputed and material financiers within the lending space – spread across both retail HNI and corporate clientele. We have made significant investments in our process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO +001:2008 across all our business processes. Spread across 18 cities, we plan on further diversifying our risk and revenue mix through expansion
To increase Institutional Mortgage businesses through continuous product/service innovation, creating a superior value proposition & implementing brand building strategies.
To ensure the end to end management of mortgage transactions with superior product delivery and to monitor the credit quality of new acquisitions.
To ensure sustainable and predictable net book growth driven by granular loan book, high revenue and fee income
Multiple products: Structured & customized term loan in the form of LAP, LRD, Construction finance and inventory financing. Cross Selling of ABFSG products and Syndication.
Varied customers range: Large & Mid Corporate, SME, MSMEs, Ultra HNIs/HNI
Multi Sourcing channel: Direct, Investment Bankers, National Alliances, Internal Channel, Financial Consultants, CAs
Wide ranging Ticket Size: INR 7.5 Cr going up to INR 200 crore per customer, the widest range in this industry.
Business challenges:
Larger number of variables & Finite market size: Economic situation, Industry and Corporate Performance, investor sentiments etc.in finite market size
Competitive dynamics: Over two dozen leading NBFCs (Foreign and Domestic), Private & Foreign Banks create fierce competition. Entry of new players and exit of few existing ones continue to add to the dynamism of the market.
Restore & rebuild: As the portfolio is primarily granular in the nature (with short term loan tenor also), the loan book need to be restored regularly by continuous generation of new business. Also, managing and monitoring quality of cash flows and security in the light of ever dynamic situation.
The main challenges faced by this profile include keeping abreast of the latest market scenario/intelligence, converting a potential lead into a client against competition by a thorough understanding of the client requirement & providing client satisfaction for harnessing long term relationship
The critical skill sets that this profile requires are a strong local network, an ability to interpret market trends, excellent communication and negotiation skills and high customer & target orientation.
The education & experience this profile requires is a qualification of Chartered Accountant or Post Graduate Degree or an MBA with minimum 3 – 5 years of experience for Relationship Manager and 5 – 8 years of experience for Senior Relationship Manager position.
4) Principal Accountabilities
Accountability
Supporting Actions
To achieve targeted Portfolio, NIM & fee income
To achieve periodic loan book, NIM targets in Insti Mortgage core products
To maintain projected fee income at budgeted numbers and undertake cross selling initiatives to achieve them
To undertake new client acquisition, retention & growth for larger customer base
To identify potential clients (promoters, brokers, corporate, wealth clients) through direct sales /DSA/NDs/referral networks
To execute monthly sales plan to acquire large prospective clients and ensure regular contact with all mapped clients through regular weekly / monthly Calls.
To build/work on a strong direct network and DSA network & generate faster TAT for deal closures
To be in touch with existing client base on a regular basis to ensure retention and repeat business
To contribute to customer satisfaction initiatives
To stay abreast of the client requirements and monitor the relationship from initiation to closure
To ensure that client promises are kept and their grievances are adequately addressed or highlighted
To ensure high standards of portfolio management, Business from existing clients and Monitoring and collection,
Resolving audit queries
Keep abreast of local currents happening at market place to take key decisions before any event happens in market place
To be in touch with existing client base on a regular basis to ensure retention and repeat business
To ensure regular debt servicing and compliance of all covenants by continuous engagement with borrower group
To proactively and timely obtain and analyse MIS data on monthly/ quarterly basis depending on sector and type of transactions and identify any red flags or early warning signals
To issue NOC and other documents as and when asked by the customer for ensuring smooth business operations on a regular basis
To ensure policy/process adherence and documentation
To be aware of all critical policies, processes & documentation for all the products & ensure compliance
To help the risk & review process by continually monitoring the client profile & the margin shortfall within predetermined time limit to ensure zero NPAs
To formulate periodic MIS
To maintain / update LMS for their entire set of clients, existing, new and proposed and enter all activities until the closure of each transaction.
To send periodic lead closure & sales reports to the functional head
To contribute in own development and skill enhancement
To ensure ongoing self-development - attend internal and external training programs, other relevant certifications that enhances the skills in the financial sales services
5) Job Purpose of Direct Reports
6) Relationships (If Applicable)
Internal
Frequency
Nature
RSM – Insti Sales / Head Institutional Sales /
1. Daily
1. New client development, deal closures, market trend analysis, new market potential, existing client retention, repeat business from existing clients, Direct and Sourcing network expansion
External
Frequency
Nature
Corporates
Channel Partners/ Financial Consultants
3. Professionals from peer group companies
Daily
Daily
Daily
Relationship management, lead & reference generation
Lead generation & new business potential, market & client reports
Market & competitive intelligence, cross selling opportunities
SIGN-OFF
Signature
Name
Job Holder
Job Holder’s Superior
Date
Job Analyst
Signature
Name
💡 Quick Summary
Seeking a career-building opportunity? The Relationship Manager | Institutional Business |Mortgages position is now open for candidates interested in the Accountant Jobs sector. This role in Ahmedabad offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Accountant Jobs is a plus.
