Mid Market - RM

RM / SRM – Mid Market

Job Context & Major Challenges

Organizational Context:

The organization is a leading nonbanking financial services provider known for its diverse lending solutions including personal finance mortgage finance midmarket finance corporate finance wealth management debt capital markets and loan syndication. It is a systemically important nondeposit accepting nonbanking finance company (NBFC) and ranks among the top five largest private diversified NBFCs in the region based on assets under management (AUM).

The midmarket vertical focuses on providing funding to various business entities with substantial turnover. The average ticket size for this lending is significant. The sectoragnostic approach and reliance on cash flow for debt recovery necessitate a high level of credit appraisal expertise. Given the intense competition from financial institutions and banks with access to cheaper funds personnel need superior sourcing and negotiation skills. Additionally the business requires high energy and the ability to build deep relationships and possess market knowledge due to the nature of shortterm repayments and ongoing business dynamics.

Job Context:

Function and Business Objectives: The function is responsible for addressing shortterm mediumterm and longterm working capital needs through customized loan products. Key business objectives include achieving loan book size and profitability while maintaining zero tolerance for delinquency.

Key Skills: A strong understanding of business finance loan structuring methods and credit administration is crucial for building credibility with customers and gaining a competitive advantage.

Market Understanding: Knowledge of local market patterns such as specific occupations industries financial preferences and practices is important for structuring loans and identifying opportunities.

Key Challenges:

Market Share Expansion: Increase market share in targeted locations amid competition.

Knowledge Upgradation: Continuously enhance financial knowledge and understanding of loan structuring methods to build credibility.

Market Trends: Stay updated with recent market trends and local preferences.

Credit Quality: Ensure high credit quality and effective portfolio selection to minimize the risk of nonperforming assets (NPAs).

PostSanction Surveillance: Safeguard financed amounts through strong client relationships and collateral monitoring.

Key Result Areas

Sales Growth: Achieve sales targets by driving the pipeline funnel to meet book size and market share goals. Monitor local market trends and competitive offerings to identify expansion opportunities. Ensure minimal client attrition through strong engagement and collaborate with investment bankers chartered accountants and brokers for new business sourcing. Address delinquent cases and monitor key accounts for early warning signs of NPAs.

Client Acquisition & Relationship Management: Acquire new clients and increase business volume through crossselling initiatives and innovative product offerings. Enhance customer bonding by ensuring fast turnaround times in collaboration with credit analysts utilizing technology to improve operational efficiency and retaining existing customers.

Disbursal: Ensure timely disbursement of loans with proper documentation. Coordinate with internal stakeholders to process applications address queries and complete transactions with appropriate documentation.

Market Intelligence: Gather and analyze market intelligence to inform competitive business strategies policies and processes. Regularly share insights with the area sales manager.

Portfolio Quality & Profitability: Maintain portfolio quality to minimize NPAs and implement measures to ensure profitability. Track overdue accounts ensure timely collections and apply cost management initiatives effectively.

Process Efficiency: Implement process improvements to enhance efficiency. Adhere to pre and postsourcing processes and provide input for sales management information systems (MIS).