Business Context

The secured lending business caters to salaried persons, families and self-employed professionals who take loans against collateral / mortgage property. This business is characterized by larger ticket sizes along with lower interest rates - this results in less stringent valuation norms. The tenure of these loans is typically 5-10 years. Profit margins and spreads in this segment are typically lower. Understanding of product market characteristics such as channel relationship management, region specific occupations/ trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.

Job Context :

Key Aspects :

- The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes,

- Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times

- While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.

- Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers

- Understanding of product market characteristics such as channel relationship management, occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.

- The Sales Manager - STSL is responsible for maximizing profit, growth & customer service objectives via a series of planned business development and channel expansion initiatives.

Key Challenges :

- To build and grow the business while remaining cognizant of competitive realities in the following areas:

- Market linked product

- Market average IRR & processing fee levels

- Market average DSA pay-outs

- To originate and develop market share in Tier-I and II locations, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction

- To drive dual focus on growing volume and ensuring sourcing quality, given nature of the customer profile (individuals/ MSMEs)

- To constantly upgrade financial & operational know how of self on efficient loan processing, effective negotiation and relationship building for maintaining credibility with DSA network and profitable target achievement

- To keep abreast with latest market trends through focused market intelligence, as well as regulatory changes for inputs on requisite amendments to policies, processes, etc.

- To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets

- To ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs

- Given the nature of customers (MSME & below) the market connect of frontline sales is key for the vertical being successful

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