Regional Sales Head

About Aditya Birla Finance Limited

Aditya Birla Finance Limited (ABFL), a subsidiary of Aditya Birla Capital Limited, is a top-tier diversified non-banking financial company in India. It offers tailored finance solutions across personal, mortgage, SME, corporate finance, wealth management, debt capital markets, and loan syndication sectors. Registered with RBI as a systemically important NBFC, ABFL ranks among the top five largest private diversified NBFCs nationwide based on assets under management.

ABFL provides comprehensive lending services to various client segments including retail, high net worth, MSMEs, and mid-to-large corporates, with secured and unsecured products like small ticket loans, personal and business unsecured loans, health and education loans, digital B2B2C/B2B2B small ticket loans, loans against property, lease rental discounting, construction finance, SME and capital markets loans, supply chain finance, and infrastructure finance. The company’s wealth management division also complements its lending portfolio.

The FY ending March 2020 reported an AUM of Rs. 47,075 crores, net profit after tax of Rs. 821 crores, net worth of Rs. 8,078 crores with a net interest margin growth of 38 basis points to 5.29% and 16% year-over-year operating profit rise. ABFL enjoys strong credit ratings including AAA (Stable) from ICRA and India Ratings and AA+ (Stable) on perpetual debt.

Mortgage Lending Overview

The mortgage segment encompasses diverse finance products from standard home loans and loans against property to lease rental discounting and construction finance aimed at self-employed professionals and salaried customers. Customer assessment involves evaluating income, repayment ability, permanence, property collateral value, ownership, and business structure.

Distribution channels primarily include Direct Selling Agents (DSAs), segmented into corporate DSAs spanning multiple cities and smaller scale retail DSAs operating locally. Relationship Managers (RMs) are currently assigned across both channel types, sharing focus and time equally.

Proposed Structure & Market Challenges

To enhance distribution focus, Tier 1 markets will reorganize into two verticals: Alternate Channel Business focusing on corporate channels and Retail Channel dealing with non-corporate entities. Different performance metrics including targets and channel management will adapt accordingly to channel potential, aiming to double mortgage market share from 3% to 6%.

Challenges arise from aggressive pricing tactics by competitors decreasing yields and increasing acquisition costs, elevated customer bargaining power due to multiple options, channel partner retention issues caused by competing higher payouts, portfolio retention risks as banks target good-paying customers with better terms, and team adaptation to newly digitized loan processes.

Key Responsibilities and Result Areas

• Boost sales growth and expand customer base locally by identifying growth opportunities, building and managing DSA channels, and leveraging client databases through Relationship Managers.
• Lead product positioning and competitive analysis across locations to inform head office on trends, engage retail DSAs with structured management and training, and ensure deployment of revenue-generating products effectively.
• Enhance customer satisfaction by monitoring client service standards, promoting best practices, and addressing complaints promptly while fostering strong customer relationships.
• Support risk management by overseeing loan proposal preparation, collaborating with risk teams for credit monitoring, and delivering timely management reports on profits, NPAs, and client acquisitions.
• Manage and develop the sales team by mentoring RMs to excel in acquisition and retention, facilitating trainings, and encouraging continuous professional growth.