ABHFL - Sales Manager - Direct - Informal - Howrah

Birla Carbon; Kolkata District; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Birla Carbon in India is seeking a results-driven sales planning professional to shape regional strategy, coordinate cross-functional efforts, and deliver sustainable growth for the organization.

The role covers planning, target setting, market analysis, MIS reporting, and collaboration with Risk and Operations to ensure efficient processes and profitable outcomes for the business unit.

Responsibilities

• Plan sales operations and cascade targets to the team while considering competition and local trends.
• Scan the local market and advise on opportunities and challenges for the sales team.
• Track target achievement and intervene with sales efforts to ensure results.
• Communicate targets and clarify business goals, product USP, and roles to the team.
• Drive schemes to boost sales, focusing on expansion and cost optimization.
• Compile MIS data on disbursements, profitability, NPAs, and market expansion for stakeholders.
• Identify growth opportunities, support customer acquisition, and manage relationships.

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Job Description

KRA1 Sales Planning & Management

• Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team.
• Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challenges.
• Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the same.
• Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts.
• Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization.
• Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM ABHFL as well as to team members.

KRA2 Customer Acquisition/ Engagement

• Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination.
• Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction.
• Intervene where required to manage customer complaints/ grievances effectively, and elevate to ASM ABHFL as necessary to secure customer relationship.

KRA3 Operational Effectiveness

• Monitor and ensure efficient business processes/operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections).
• Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations.
• Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance).
• Drive the implementation of improved processes and best practices to enhance operational effectiveness, productivity and overall business impact.

KRA4 Cross-Selling across ABFSG products

• Drive team efforts as per Cross‑Selling strategy agreed with ASM ABHFL.
• Drive alignment to the adopted Cross‑Selling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required.

KRA5 Team and Internal Stakeholder Management

• Guide and develop team members for enhanced customer acquisition and engagement efforts, and hand-hold as required.
• Nominate teams for relevant technical and behavioral trainings/ seminars and work on self‑development initiatives.
• Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets.

KRA6 Portfolio & Risk Management

• Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms.
• Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks.
• Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality.