ABHFL - Sales Manager - Direct - Retail - North 24 Paraganas

ABC - Aditya Birla Housing Finance Limited; West Bengal; On-site; INR 900,000 - 1,300,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited is seeking a Sales and Operations leader to drive planning, acquisition, and portfolio risk management across the local market in India. The role emphasizes KRA-based execution and cross-functional collaboration within ABHFL.

You will guide a team through diverse KRAs, optimize processes, expand cross-selling, and maintain strong customer relationships while ensuring compliance and profitable performance.

Responsibilities

• KRA1: Plan sales operations to achieve targets, monitoring local trends and competition.
• KRA1: Cascade targets and clarify business goals to the sales team, highlighting product USPs.
• KRA1: Drive profitability via sales expansion and cost optimization; provide MIS data on disbursements, profitability, NPAs and market expansion.
• KRA2: Identify local growth opportunities and guide customer acquisition efforts, intervening for complex transactions to ensure favorable closure.
• KRA2: Manage customer complaints and escalate to ASM ABHFL to secure relationships.
• KRA3: Monitor and improve operational processes across Sourcing, Approval, Servicing and Collections.
• KRA3: Drive process efficiencies and faster TATs via cross-functional interfaces; engage Risk, Operations, Sales Governance.
• KRA3: Implement best practices to enhance productivity and business impact.
• KRA4: Align with Cross-Selling strategy; support teams with communications, training and client interfacing.
• KRA5: Develop team members for enhanced customer acquisition and engagement; coordinate with internal stakeholders for target achievement.
• KRA6: Ensure adherence to risk management and control mechanisms; train teams on early alert practices to reduce NPAs; compile MIS on NPAs and credit trends.

Job description

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

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 escates 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 in order 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