ABHFL - Area Sales Manager - Informal - Ranchi

ABC - Aditya Birla Housing Finance Limited; Jharkhand; On-site; INR 600,000 - 1,200,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited is seeking a Branch Sales & Operations professional in Jharkhand. The role focuses on planning, execution, and governance across sourcing, channel management and customer engagement to achieve branch targets.

The incumbent will drive market expansion, supervise end-to-end branch activities, and collaborate with risk and operations to ensure compliant, profitable growth in a competitive local environment.

Responsibilities

• KRA1: Devising the branch sales plan and guiding the branch team to achieve targets, considering product-environmental factors and local trends.
• KRA2: Identifying local growth opportunities and driving customer acquisition while ensuring favourable closures and customer satisfaction.
• KRA3: Driving efficient processes across the customer lifecycle and coordinating with risk, operations and governance for smooth operations.
• KRA4: Leading cross-selling activities aligned with the strategy, supporting team communications and training.
• KRA5: Guiding and developing the team, coordinating trainings, and ensuring smooth cross-functional collaboration.
• KRA6: Working with Risk, Operations and Sales Governance to ensure risk controls, loan sanctioning reviews and NPAs data focus.

Job description

Key Result Areas

Supporting Actions (Max 1325 Characters)

KRA (Accountabilities) (Max 1325 Characters)

KRA1 Branch Sales Planning & Management

• Work with RH (Sales) - ABHFL on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
• Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
• Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc.
• Report on and direct teams basis emerging trends and opportunities
• Manage day-to-day branch operations and administration
• Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to RH (Sales) - ABHFL as well as to team members

KRA2 Customer Acquisition/ Engagement

• Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
• Work closely with team members, hand-holding critical/ complex transactions to ensure favourable closure with customer satisfaction
• Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
• Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
• Deploy efforts/ initiatives in consultation with RH (Sales) - ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
• Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
• Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships

KRA3 Operational Effectiveness

• To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
• Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
• Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations
• Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
• Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact.

KRA4 Cross-Selling across ABFSG products

• Drive activities and initiatives in the team as per Cross-Selling strategy agreed with RH (Sales) - ABHFL
• Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required

KRA5 Team and Internal Stakeholder Management

• Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and hand-holding where required
• Nominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives
• Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives.

KRA6 Portfolio & Risk Management

• Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
• Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
• Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports
• Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance; drive timely PDD closures and collections
• As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases
• Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
• Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality