Relationship Manager SME -LAP DSA, Nellore

– Relationship Manager

• Enriching Lives Winning as ONE
• ONE-
• ABC and its Employees are
• united through Trust
• As One Force that
• transforms ABC into a
• powerhouse conglomerate
• We win by enriching lives
• and by contributing to the
• growth of our Emplolyees &
• our Community

ABC Company Info

• Aditya Birla Capital Limited (ABCL) is the holding company for the financial services businesses of
• the Aditya Birla Group. With subsidiaries/JVs that have a strong presence across Protecting, Investing
• and Financing solutions, ABCL is a financial solutions group that caters to the diverse needs of its
• customers across their life cycle. Powered by more than 38,000 employees, the businesses of ABCL
• have a nationwide reach with over 1300 branches, more than 2,00,000 agents/channel partners and
• various bank partners.
• What makes an ideal ABC Citizen
• At ABC, we are constantly on the lookout for individuals who resonate with our 5 core values of
• Speed, Passion, Integrity, Seamlessness and commitment and live them every day, while also
• understanding our vision. We believe in building leaders who thrive on challenges, take the onus of
• creating and sustaining strong teams, and forms strong networks as a result of effective relationship-
• building.

Role Details

• Business Aditya Birla Capital
• Location Pan India
• Role Relationship Manager /
•  responsible for financing the short-term, medium-term,
• and long-term working capital and supply chain needs of SMEs through a suite of customized
• products with varied tenures.
•  The key business metrics for success include loan book size, profitability, and a zero-tolerance
• approach to delinquency.
•  A strong understanding of business finance, loan structuring techniques, and credit administration is
• essential to building credibility with customers and gaining a competitive edge.
•  Deep knowledge of local market dynamics—including specific occupations/trades, industries, and
• local financial and investment preferences—is critical for structuring loans effectively and identifying
• new business opportunities.
•  Expand market share in targeted locations and outpace competition.
•  Continuously upgrade financial acumen, including knowledge of loan structuring methods and
• business financials, to build trust and credibility with customers.
•  Stay informed about recent market trends and evolving local market preferences to align with
• customer needs.
•  Ensure strong credit quality by conducting effective portfolio selection and pre-screening to minimize
• the risk of non-performing assets (NPAs).
•  Safeguard financed amounts by conducting post-sanction surveillance, maintaining strong client
• relationships, and monitoring collateral to ensure the complete safety of the financing.

Key Responsibilities

• Sales Growth
  Achieve Sales Targets Through The Following Actions
•  Drive pipeline funnel to achieve book size and market share.
•  Monitor local market trends and competitive offerings, identifying opportunities for business
• expansion in the region.
•  Ensure minimal client attrition through strong client engagement activities.
•  Regularly engage with investment bankers, chartered accountants, and brokers to source new
• business.
•  Raise escalation on delinquent cases/potential NPAs and closely monitor these through the team for
• collection dues.
•  Track key accounts in the portfolio for business health and early warning signs of NPAs.

• Client Acquisition & Relationship Management

   Acquisition of new clients by identifying potential leads and conversion strategies.

•  Increase area business volume through strong cross-selling initiatives and innovative product
• offerings.
•  Cultivate deeper customer relationships by ensuring faster turnaround times (TATs) in collaboration
• with Credit Analysts.
•  Utilize technology to improve operational efficiencies and responsiveness in customer service,
• ensuring retention of existing customers.

• Disbursal - Timely Loan Disbursement with Proper Documentation

   Coordinating with internal stakeholders to process loan applications.

•  Responding to queries from internal teams to ensure timely and accurate disbursal.
•  Completing transactions with customers with the appropriate documentation.

• Market Intelligence

   Gather market intelligence on competitive strategies, policies, and processes regularly.

•  Share the collected market intelligence with the Area Sales Manager to adjust business tactics
• accordingly.

• Portfolio Quality & Profitability

   Track overdue accounts daily for the business and ensure timely collections.

•  Intervene to ensure collection on initial overdue accounts in a timely manner.
•  Ensure profitability by applying appropriate pricing strategies and processing fees.
•  Implement cost management initiatives on a timely and accurate basis.

• Organization Process Efficiency

   Adhere to all processes for both pre and post-sourcing activities.

•  Provide input to the Area Sales Manager for the Sales MIS to improve reporting and operational
• performance.