National Credit Head - CF

Business | Financial Services | Unit | Aditya Birla Capital Ltd. | Location | Mumbai | Poornata Position Number of the job | | Reports to: Poornata Position Number | | Poornata Position Title of the job | National Credit Head – SME Insti + CF | Reports to: Poornata Position Title | Head Credit Wholesale | Function | Credit | Reports to: Function | Credit | Department | Credit | Reports to: Department | Credit | Date of writing/ Updation of JD | Jan, 25 | 1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) | The role leads Credit Risk Management for SME (Institutional) and Construction Finance, ensuring a strong, sustainable loan portfolio while supporting business growth within a robust risk framework. It involves in-depth appraisal and structuring of proposals, approving/recommending transactions within authority, and monitoring portfolio performance with stress testing and early warning identification. The role partners with the Business Head to set strategic focus on products, segments, and markets, ensures compliance with internal policies, regulatory norms, and legal requirements, and provides regular portfolio insights to senior leadership (CRO, CCRO, CEO). | 2) Dimensions: The function caters to diverse client profile from different geographies like MMR, Pune, Bangalore, Chennai, Hyderabad, NCR, Kolkata, Ahmedabad, etc. and understanding of different product features, market practices, and different credit assessment methodologies. This role handles book size of more than Rs. 2500-3000 Cr. minimum across all geographies with a team. Given the growth potential, book is expected to double in 2 years. | Business Workforce Number | 7186 | Unit Workforce Number | 7186 | Function Workforce Number | 115 | Department Workforce Number | 22 | Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter | Credit SME & CF | | | | 3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section | Organizational Context Aditya Birla Capital Limited (NBFC) is among the Top 5 diversified non-banking financial services company in India based on AUM. ABC - NBFC offers customized solutions in areas of personal finance, SME finance, SME finance, corporate finance, wealth management, debt capital markets and loan syndication. For the FY ended 31st March 2025, ABC – NBFC has a book size of Rs. 1,26,351 Crores and net PAT of Rs 2501 Crores with 6939 employees and 449 branches. During the last 3 years, the AUM & PAT of ABC – NBFC has grown at a CAGR of more than 31%, outpacing the growth rates of Top 7 Diversified NBFCs. As a result, ABC – NBFC has moved 3 ranks to become 5th largest diversified NBFC in the last 3 years. The SME Finance function at ABCL provides customized lending solutions to self-employed individuals, professionals, and enterprises through products like Loan Against Property, Lease Rental Discounting, Commercial Purchase, and Structured/Mezzanine Debt. It combines in-depth assessment of client profiles, financials, cash flows, and collateral quality to structure long-term exposures responsibly. With a focus on building a high-quality, profitable portfolio, SME contributes significantly to ABCL’s overall book size and profitability while competing in a highly price-sensitive market. Job Context The Role caters to diverse financing needs for 1) larger SMEs (non-retail) and 2) Real Estate developers. - 1) SME - The business caters to Small and Medium Enterprises with turnover of less than Rs 250 cr and ticket size of the transactions between Rs 7.5 cr to Rs 30-40 cr (average ticket size of Rs 15-20 cr). The book is presently at Rs 8,000 cr across 14 cities with 700 clients, providing customized solutions to growing SMEs across industries and help them meet their working capital and growth finance needs. This requires in depth understanding of the borrower and the local market dynamics. Apart from complex underwriting and structuring the transaction within tight timelines ; understanding of various industries is required for underwriting. The challenge here is to have sustainable growth and not compromise on the asset quality. - Given that this vertical is sector agnostic and dependents on the cash flows of its borrowers (for servicing of loans), there is a strong need for team to have an evolved credit appraisal capability, with higher focus on understanding the real estate market dynamics. There is intense competition in this field from other financial institutions including banks that have greater access to cheaper funds, which translates into personnel from SME vertical being required to have superior sourcing, structuring and negotiation skills. Additionally, given the rolling nature of a sizeable portion of its business (short term repayments), the business requires driven go-getters who build deep relationships and have sound market understanding. - This role needs to have an in depth understanding of the clients business and his financing requirement, visit the collateral offered and accordingly structure the loan to ensure timely repayment of the loan. SME caters to the varied needs of a diverse set of customers across retail, HNI, ultra HNI, Micro, small and medium enterprises. It encompasses a wide variety of financing solutions for clients, ranging loan against property, to more complex lease rental discounting, commercial purchase and construction finance lending. Financing solutions are provided to self employed (professionals/ non-professionals) against a wide array of lending programs, each of which aims to estimate the clients repayment capability accurately. The lending program requires assessing clients on various dimensions, including income, repayment behavior, stability of income, profile, collateral (valuation, marketability) ownership structure of business and many others. The role requires to set-up, modify and automate the Loan approval system and motivate, empower and train the team to deliver to the business team results within the agreed Turn-around-Time. The assessment entail a good mix of profile checks balance sheet lending and collateral assessment. An in-depth understanding of the customer’s business model, cashflows, customer and suppliers success factors and dependencies needs to be taken into account given these are long term exposures ranging up to 15 years. The financials are assessed to understand the repayment capability in the near and long term. Collateral assessment is another complex part of the underwriting process involving checking the structural stability marketability valuation regulatory local body compliance and legal veracity – all to ensure the property can be liquidated to repay the loan if required in case of customer default. Lending is often structured to meet the clients needs by deriving comfort through the hard collateral (can be ready or under-construction property/ project) and cash flows (in form of rentals or project cash-flows – both against sold/ unsold receivables). 2) Construction Finance : This segment caters to large and medium sized Real Estate developers. This is a specialised industry and requires in depth understanding of the industry. The role requires thorough understanding of micro markets (Geography), stages of construction, approvals required, valuation methodology, cashflow assessment, and tailor-made structures for each project depending on stage of construction. It also requires to estimate sales / receivables and construction milestones and covenant accordingly. These are large and complex credits involving large developers. ABFL completes with banks which offer fine pricing. Hence, it is extremely important to maintain quick TATs, superior structures and better asset quality ( ie to do a thorough due diligence in a short time). The industry is highly regulated and on watch of the regulator. Hence, even a small lapse in any regulatory condition is not acceptable. Presently, the book size is Rs 5,500 cr spread across 80 clients covering 6 cities. Construction finance vertical has been delivering healthy growth and is an extremely profitable business. The business closed FY 23 with book size of Rs 4,244 cr with PBT of Rs 144 cr, ROA of 3.11% and ROE of 20.83%. the book is expected to close FY25 with loan book of Rs 9000 cr, PBT of Rs 345 cr, ROA of 3.24% and ROE of 27%. Challenges - Keeping abreast with changing economic environment and regulatory changes, and aligning our strategy to grow the book with new products, in new geographies, and with new client segments. - To groom and retain talent to meet the growth requirement of the business - Continuously improve credit evaluation process to ensure the portfolio built is value accretive to all the stake holders and assist the product and the process team to evaluate the existing processes and amend the processes keeping in view the changes in the regulatory and compliance environment. - Credit proposals require a high degree of complexity and data volume. To undertake critical review of the credit proposals logged in with a view to especially bringing out the industry, business, financial, management and facility structure risk contained in the credit proposal. The role needs to bring out the collateral and other credit risk mitigation to take decision / facilitate the approving authority to take decision on the credit proposal. - Continuously monitor the portfolio, some of which requires real-time monitoring. Also, scenario analysis keeping in mind black swan events and impact on asset quality and provisioning. - Given larger scale of ticket sizes for CF loans and large numbers of granular transactions for SME business, one wrong decision on CF and wrong strategy for SME can result is large loss to the organisation in terms of provision and asset quality metrices. - All proposals are unique in a way, with assessment of industry, business prospects, promoter competency and future outlook of the business for each and every proposal separately. None of the proposal are approved based on set program parameters. Hence, individual experience in managing complex proposal is extremely critical. - Quick assessment and turnaround of the proposal to ensure timely disbursal of loan. This also entails adoption of technology and cutting the slack around the processes to enable faster TAT. - To ensure Post disbursal documents and covenants are complied with. | 4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas) | Key Result Areas | Supporting Actions | To assess/ recommend/ decide the viability of credit lending proposals based on institutionalized processes and dynamic market information | - To ensure overall systems are in place to capture, quantify and provide adequate mitigants to the Credit Risks for the loan approval system to be effective. - To ensure proposal decisioning within delegated authority - To ensure analysis of the credit proposals based on and analysis of market information, current macroeconomic scenario, current portfolio concentration, etc - Evaluate new credit proposals / review existing credit exposures - To meet all clients above a certain threshold (for existing ones) on a regular basis, and meet all clients before disbursal in case of new proposals - To undertake critical review of the credit proposals logged in with a view to especially bringing out the industry, business, financial, management and facility structure risk contained in the credit proposal. The role needs to bring out the collateral and other credit risk mitigation to take decision / facilitate the approving authority to take decision on the credit proposal. - To develop formats and norms for approval, ensure their ratification within the team and from approval authorities in the system and institutionalize the prescribed process - To engage with business teams in understanding the proposals submitted and extracting the relevant supporting information - To suggest measures for ensuring workability of the loan proposals to the RMs, keeping risk in check like suggesting risk mitigation for the identified risks - To continuously update the sales teams on the broad parameters for validating lending proposals, and provide regular trainings to RMs for the same - To ensure the ECL of the organization is under control | To ensure efficient Turnaround time (TATs) for validating the proposals | - To ensure systems in place to continuously improve TAT. - To effectively deploy processes and mechanisms for ensuring high quality TATs for validating lending proposals & share the same with all concerned. Adoption of technology for quicker decisioning. - To liaise with the credit committee and pricing committees for closing the approval process after validation from risk - To recommend delegation authority to Sr. Credit Analysts and RCMs to ensure faster TAT for low value proposals. | To regularly provide inputs for new products, processes & credit lending norms | - To provide inputs and suggest amendments for various lending norms like Risk Matrix, Interest Rate Policy, Credit Authorization Matrix, Risk Universe, Product Policy, Processes to be adopted keeping the current regulatory and compliance environment - To ensure that the team stays abreast of all the latest developments in SME and CF verticals - To undertake improvements in approval notes and other processes to meet dynamic market environment and needs of new customer segments - To recommend new tools in the market that facilitate the monitoring processes | To perform portfolio monitoring and analytics for effective risk monitoring | - To ensure mechanism in place for continuously monitor the portfolio - To devise various analytical tools to measure the portfolio health from various parameters and highlight ‘early warning’ signals - To ensure review of loan covenants at frequent intervals and action for serious deviations - To review reports and analytics on repayment schedules, covenant monitoring, modification in terms and loan sanction - Protect from potential loss on the credit portfolio by detecting early warning signals of deteriorating risks and advising these to the business teams and senior management. - To formulate strategies to reduce exposures where the credit risk has enhanced including complete recovery before the credit deteriorates to non-performing category; - To work closely with the collection team and legal team to take action against defaulting parties | To work towards skill enhancement and team building | - To guide teammates for better customer acquisition & provide them best-in-class knowledge on selection norms, new ways of proposal analysis & new concepts - Inculcating a risk culture across the corporate finance group (i.e.) the risk team, credit team and the sales team; - To nominate teams for product, behavioral & negotiation trainings and work for self-development initiatives | 5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report) | National Credit Head - CF Credit: To undertake critical reviews of Construction Finance credit proposals spread across business lines such as Mortgages-CF and Institutional Business with a view of bringing out the industry, business, financial, management and facility structure risk contained in the credit proposal. Zonal Credit Head: To assess, approve and recommend SME proposals, at a zonal level. The role is also responsible for undertaking critical review and documentation of the proposals and effectively monitoring the client & collateral creditworthiness from the pre sanction to post disbursement phase & undertaking steps for risk mitigation, whenever required, while ensuring adherence to legal & documentation norms & policies. | 6) Relationships: Describe the nature and purpose of most important contacts or relationship (except superior/team members) with individuals, departments, organizations inside and outside of the organization, that job is required to interact with in order to deliver the job objectives | Relationship Type | Frequency | Nature | Internal | | | - Section Heads – SME - National/Zonal Credit Head - Operations/ Finance dept - Other support functions - CRO / CCRO / CEO / RMC | - Weekly/ monthly - Daily - Need based - Need based - Weekly/ Monthly | - Proposal discussions, NPA reviews, updates on initiatives. Discussion on new products, client segment and geographies. - Proposal approvals and discussions, providing market intelligence, sectoral limits discussions, conducting PDD and overdue reviews etc - Client servicing issues, pricing matrix - Business discussions for smooth operations - Portfolio reviews and credit approval | External | | | - Existing and Potential Customers - Auditors/ Lawyers | - As and when required - Need based | - Customer relationship management (CRM) & understanding the market pulse - a) Liaison the audit process; b) clarification on legal aspects, documentation for loans | Page Break 7) Organizational Relationships[BS1] : Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position. | SME CF