Senior Relationship Manager-LAS Retail Full Time

Enriching Lives Winning as ONE

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.

Aditya Birla Finance Limited:

Aditya Birla Finance Limited (“ABFL”), a subsidiary of Aditya Birla Capital Limited, is among the leading well-diversified non-banking financial services company in India. ABFL offers customized solutions in the areas of personal finance, mortgage finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication.

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

Unit

Aditya Birla Finance Limited

Location

Pan India

Role

Relationship Manager

Department

Mid-Market & Wealth

Eligibility Criteria

Post Graduate with 3-5 years exp

Required Skills & Competencies

This role demands a robust network within the designated geography, the ability to analyze and interpret market trends, exceptional communication and negotiation skills, a strong focus on customer satisfaction, and a results-driven mindset focused on achieving targets.

Preferably a Post Graduate Degree or an MBA with 3 – 5 yrs experience in Capital Markets

Key Responsibilities:

Business Development and Profitability: To achieve the targeted loan book & NIM by selling CMG

products in the assigned geography to HNI & Retail segments. The role requires sourcing through

multiple channels including direct acquisition, national alliances, DSAs and ABC ecosystem Client Lifecycle Management: Ensure loan account regularization on ongoing basis in terms of security value, interest payment as well repayment of loan and keeping the NPA under control. Understanding of client needs and offering the range of other ABC products.

• Deliver Strong Sales & Budgeted NIM Growth

Supporting Actions:

• Achieve budgeted business volumes.
• Focus on increasing Net Interest Margin (NIM) for self.
• Focus on fee-generating services to meet projected fee income.
• Undertake New Client Acquisition, Retention & Growth

Supporting Actions:

• Map target HNI (High Net Worth Individuals) clients in the geography.
• Build and nurture relationships to generate a strong pipeline & disbursements.
• Develop Direct Selling Agents (DSAs) and direct sales opportunities for rapid customer connection.
• Maintain Service Standards and Client Satisfaction Metrics

Supporting Actions:

• Stay informed of client requirements and monitor relationships from origination to closure.
• Proactively resolve client issues during the sales cycle.
• Stay abreast of latest industry trends and competitors to identify new ways to engage customers.
• Ensure Risk Management, Policy Adherence & Documentation

Supporting Actions:

• Be aware of all critical policies, processes, and documentation for all products.
• Ensure compliance with policies and procedures.
• Monitor client profiles and margin shortfalls, ensuring zero NPAs by adhering to timelines.
• Maintain High Standards of Portfolio Management (Margin Regularization, Market Intelligence & NPA Management)

Supporting Actions:

• Regularly monitor margin shortfalls and proactively regularize them based on market volatility.
• Stay updated on the latest developments in the local market and report customer defaults, trends, etc.
• Maintain a good quality lending book and manage stress/overdues through active client engagement.
• Formulate MIS & Present Them to Management

Supporting Actions:

• Provide periodic reports to the Head Office (HO) on lead closure ratios, sales volumes, profits, and status of new product launches.
• Cross-Sell ABC Products and Services

Supporting Actions:

• Cross-sell other lending and wealth management services of ABC to the same target audience.
• Cross-sell other products and services like insurance, financing, and securities to a wider audience.
• Foster relationships with cross-functional teams to drive the One EBW culture.
• Contribute to Own Development and Skill Enhancement

Supporting Actions:

• Actively pursue self-development through internal and external training programs.
• Seek relevant certifications that enhance skills in financial sales and services.