National Head - Business Loans

"This position is open with Bajaj finacne limited"
Lead, organize and manage Secured and Unsecured business & P&L for N&W to ensure achievement of defined targets.
Define initiatives, develop internal capabilities and guide data enrichment to achieve business objectives, drive profitability and maintain a healthy portfolio within BFL SME business strategy, objectives, policies and guideline.
Develop and grow Indirect contribution in overall SME unsecured business to reduce dependence on DSA and increase profitability of overall SME. Increase the productivity, business numbers and profitability, control the cost and loss.
Build the next level leadership within the team for growth.
PRINCIPAL ACCOUNTABILITIES
(Accountabilities associated with the job)
1. Business and sales planning
a. Scan business opportunities across various markets to forecast and propose business and sales growth plans
b. Conduct manpower & resource planning and prepare budgets based on location-wise potential and expected growth
c. Receive finalized AOP targets, cascade those across the hierarchy (from Zonal Head to senior managers) and track the progress on regular basis to ensure achievement of objectives
d. Present the business performance and financial performance on targets to SME business head, MD & CEO and Vice chairman BFL for review and inputs on course correction
2. P&L management
a. Review each line item of P&L account and analyze business volumes, fee income lines, loan loss provision, projects and data cost etc.
b. Engage with function heads (of risk, credit, operations, business analytics, collections, COE, HR, company secretarial and Finance team) to ensure optimal allocation of costs and loan loss provision
c. Generate ideas and identify new ways/ alternatives to enhance operating leverage of the business
3. Sourcing funnel
a. Decision making for Indirect- N&W team on data and sourcing funnel creation basis desirable customer profile (SME over 1 cr) and develop plan & value proposition to reach them
b. Work with vendors and internal BIU teams to obtain customer data and enrichment of data
c. Guide team and provide business perspective in analysis of customer demographics & financial health, risk and credit policy, loss provision, market scenario etc. to determine size of business potential
d. Oversee operations of the function including segregation of customers and provision of pre-qualified offers based on data quality index
e. Recommend revisions to product / program policy based on customer variable data quality, customer information etc. and modify product proposition in terms on the loan amount or rate of interest
4. Process funnel and capability enhancement
a. Plan for efficiency enhancement of DSA network to enhance customer convenience (through the end to end customer journey) and mitigate risk for business, resulting in health portfolio
b. Review recommendations from product and COE teams for enhancing business efficiency through new capability development
c. Review & analyze processes to identify improvement/ capability enhancement opportunities, and guide team to drive those capabilities, ensuring cost and process efficiencies
d. Anticipate and resolve issues and remove roadblocks in capability enhancement initiative execution
5. DSA management
a. Plan for efficiency enhancement of DSA network to enhance customer convenience (through the end to end customer journey) and mitigate risk for business, resulting in health portfolio
b. Review recommendations from product and COE teams for enhancing business efficiency through new capability development|c. Review & analyze processes to identify improvement/ capability enhancement opportunities, and guide team to drive those capabilities, ensuring cost and process efficiencies
d. Anticipate and resolve issues and remove roadblocks in capability enhancement initiative execution
6. Team development
Participate in staffing and recruitment process to identify the right talent at senior positions within the function
Establish individual performance expectations and regularly review individual performance of the team
Identify and create development opportunities, training, induction sessions for team members to enhance functional knowledge

MAJOR CHALLENGES
(Challenges faced on an on-going basis in carrying out the job)
1. Attrition
2. Productivity threshold
3. Incentive penetration with in Business loans Secured Team
4. Multiple follow ups
5. Business Skewness

4. DECISIONS
(Key decisions taken by job holder at his/her end)
Decisions related to P&L management
Projects, process changes etc.
Resource allocation (Sales promotion budget, Manpower etc)
Product launch / curtailment , product mix and sourcing mix
Decisions related to significant change in budget, risk matrix, delinquencies etc. require respective function head and supervisor consult|INTERACTIONS
(Key working relationships a job holder needs to have INSIDE and OUTSIDE the company to accomplish the job)

Internal Clients
Roles you need to interact with inside the organization to enable success in your day to day work
1. Credit & Risk Team - For Portfolio health, approvals, change in the policy, market information
2. Marketing & BIU - IB & OB data/campaign with respect to BLSE and call centre performance
3. Call centre - Driving the productivity at the call centre level and at the caller level for minimum threshold
4. HR - Employee engagement and issues resolution
5. OPS - For smooth process at the branch level across

External Clients
Roles you need to interact with outside the organization to enable success in your day to day work
1. Channels - Distribution is a key in the business, expanding the same and keeping each channel productive is important
2. Call Centre Partner
DIMENSIONS
(Key numerical data which will reflect the scope and scale of activities concerning this job)

Financial Dimensions
(These should be quantifiable numerical amounts)
Size of business (INR) per month - BL - 320 Cr/Secured - 36 Cr
PBT pm -BL- 27 Cr/ Secured - 1.47 Cr
Other Dimensions
(Significant volume dimensions associated with the job)
Total Team Size: 339
Number of Direct Reports: 5
Number of Indirect Reports: 334
Number of Outsourced employees: 103
Number of locations: 136 (branches) & 551 (Spokes)
Number of products: 2 Required Qualifications and Experience
SKILLS AND KNOWLEDGE
(Minimum acceptable proficiency for this job which best indicates the education and/or experience requirements of this job and not the incumbent)

Educational Qualifications
a) Qualifications
1. Masters in Management
b) Work Experience
1. 15 Years of experience in the product with experience of managing a large team
2. Managed P&L as well
3. Should have managed multiple geographies