ABHFL - Regional Sales Manager - Informal - Bhopal

ABC - Aditya Birla Housing Finance Limited; Madhya Pradesh; On-site; INR 800,000 - 1,500,000; Full time

Job summary

Aditya Birla Housing Finance Limited (ABHFL) seeks a Regional Sales Lead to drive mortgage and project financing growth across retail and builder segments in Madhya Pradesh. You will build regional strategy, manage a sales team, and partner with product and risk teams to deliver sustainable portfolio growth.

The role emphasizes deep market insight, regulatory alignment and customer empathy to expand ABHFL's footprint in a competitive landscape, while maintaining credit quality and profitability.

Qualifications

• Postgraduate with 8–10 years in banking/NBFC; last 5–6 years in HFC sales.
• Strong team management and communication skills.
• Excellent business acumen and stakeholder management.

Responsibilities

• Develop regional/state sales strategy aligned with ABHFL goals.
• Drive regional performance and market share growth.
• Ensure credit quality and portfolio health through effective pre-screening.
• Lead and motivate the sales team to meet targets.

Skills

Business acumen

Team management

Communication

Execution skills

Product-market understanding

Operations integration

Controlling skills

Education

Postgraduate degree

Job description

Organizational Context

• Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9 th July 2014 and has aggressive growth plans.
• ABHFL has grown at a steady rate while reporting good asset quality despite challenges in the operating environment. While the industry is dominated by five large groups, there has been an emergence of segments like Affordable and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to maintain their share in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of HFCs in the country.
• The ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie-ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with both of these having very different preferences and needs.
  

Key Aspects:

• Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9 th July 2014 and has aggressive growth plans.
• ABHFL has grown at a steady rate while reporting good asset quality despite challenges in the operating environment. While the industry is dominated by five large groups, there has been an emergence of segments like Affordable and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to maintain their share in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of HFCs in the country.
• The ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie-ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with both of these having very different preferences and needs.
  

Job Context

Key Aspects:

• Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.
• While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.
• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
• For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.
• For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment.
• The RSM ABHFL is responsible for driving regional sales operations in line with the strategy devised and agreed with the ZSMABHFL, to achieve targeted book size, profitability, growth & customer service objectives via requisite business development, client engagement and team mobilization initiatives.
  

Key Challenges

• To co-create a regional/ state sales strategy (in consultation with the ZSM-ABHFL), that takes into account state-specific realities and challenges associated with being a new brand in a cluttered marketplace
• To drive regional performance, overcoming competitive pressures to grow market share and create book of desired size
• To stay up to date on the latest market and sector trends, identifying opportunities/ challenges for the regional business to capitalize on/ prepare for, and provide relevant inputs to the ZH as well
• To ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
• To constantly upgrade financial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability
• To ensure compliant regional sales operations at all times, despite sales pressures and market cycles
• To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
• To ensure team motivation and engagement in a high pressure work environment and a competitive talent market
  

Enabling Skill Sets & Qualifications

• Critical skill sets required to meet these challenges include business acumen, strong team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.
• Education & experience required to fulfil this profile are a postgraduate with minimum 8 - 10 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 5 - 6 yrs experience should be in HFC sales.