ABHFL - Sales Manager - Retail - Barwani

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

Job summary

ABC - Aditya Birla Housing Finance Limited (ABHFL) is seeking a Sales Manager to lead direct channel sales through builders, brokers, and references, aligned to branch plans and targets. You will mentor the Sales Officer team and collaborate with Risk, Operations and Sales Governance for compliant portfolio health.

The role emphasizes cross-selling across ABHFL and ABC products, relationship management, and delivering strong growth while managing credit quality and operational excellence.

Qualifications

• Graduate with 5–7 years of total sales experience in Banking/NBFC space.
• At least 2–3 years of experience in HFC sales.
• Strong relationship management, negotiation, and customer-facing skills.

Responsibilities

• Sales Planning & Management: set targets, guide the team, and monitor performance.
• Customer Acquisition/Engagement: lead local growth, close complex transactions, ensure customer satisfaction.
• Operational Effectiveness: optimize processes across sourcing, approval, servicing, and collections.
• Cross-Selling: drive cross-sell of ABHFL and ABC products as per strategy.
• Team and Internal Stakeholder Management: develop the team and coordinate with internal stakeholders.
• Portfolio & Risk Management: align with Risk and Sales Governance to manage NPAs and ensure compliance.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution skills

Education

Graduate degree

Job description

Job Purpose

Job Purpose Description

The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with branch plan and objectives, leading and supporting the Sales Officer team in achieving targets and managing client relationships. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations, and portfolio health. It also drives and executes cross‑selling across ABHFL and ABC products/ solutions as per branch level objectives and client requirements.

Job Context & Major Challenges

Job Context & Challenges: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 licence on 9th 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 Challenges

• To assign sales targets to team members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., and ensure achievement of set targets.
• To upgrade financial & operational know-h 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 drive loan conversion/sanction/utilisation rates and ensure an appropriate sourcing funnel to meet targets.
• To ensure credit quality, effective portfolio selection/pre‑screening, and work closely with Risk team members to minimise potential NPAs while driving sales.
• To ensure compliant sales operations at all times, despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications

Critical skill sets required to meet these challenges include commercial acumen, team management and communication, product‑market awareness, and execution skills.

Education & experience required to fulfil this profile are a graduate with minimum 5‑7 years of total sales experience in the Banking/ NBFC space, of which at least recent 2‑3 years experience should be in HFC sales.

Key Result Areas

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 optimisation 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 favourable closure with customer satisfaction Intervene where required to manage customer complaints/ grievances effectively, and escalated 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 behavioural 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