ABHFL - Sales Manager - Retail - Barwani

Birla Carbon; Neemuch; On-site; INR 700,000 - 900,000; Full time

Job summary

Birla Carbon is seeking a Sales Manager for the Retail sector in Barwani. This role involves executing sales operations through the Direct channel, leading and supporting the Sales Officer team in achieving targets while managing client relationships.

Key challenges include driving loan conversions and ensuring compliant sales operations. The ideal candidate will possess strong commercial acumen, team management skills, and a proven sales experience in the banking/NBFC sector.

Qualifications

• A graduate with minimum 5-7 years of total sales experience in banking/NBFC space.
• At least 2-3 years in HFC sales is required.

Responsibilities

• Execute sales operations through the Direct channel.
• Lead and support the Sales Officer team in achieving targets and managing client relationships.
• Drive and execute cross-selling across ABHFL and ABC products.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution skills

Education

Graduate with minimum 5-7 years of total sales experience

2-3 years in HFC sales

Job description

ABHFL - Sales Manager - Retail - Barwani

Job Description

Job Purpose

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 & Challenges

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 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 such as 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.

The ABHFL Sales organization works broadly with three 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 having very different preferences and needs.

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. Being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships, and thus performance is strongly impacted by people and process.

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 and 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 drive loan conversion, sanction and utilisation rates and ensure an appropriate sourcing funnel to meet targets.
• To ensure credit quality, effective portfolio selection/pre‑screening, and work closely with the Risk team 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 and experience required to fulfil this profile: a graduate with minimum 5‑7 years of total sales experience in the banking/ NBFC space, of which at least the recent 2‑3 years should be in HFC sales.

Key Result Areas

Sales Planning & Management (KRA 1)

• Work with ASM ABHFL 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 periodically, 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.

Customer Acquisition / Engagement (KRA 2)

• 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 elevate to ASM ABHFL as necessary to secure the customer relationship.

Operational Effectiveness (KRA 3)

• Monitor and ensure efficient business processes/operations across the customer lifecycle (sourcing, approval, servicing, collections).
• Work with the 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.

Cross‑Selling Across ABFSG Products (KRA 4)

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

Team and Internal Stakeholder Management (KRA 5)

• 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.

Portfolio & Risk Management (KRA 6)

• 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.