ABHFL - Sales Manager-Retail-Vidisha

Aditya Birla Group; Bhopal; On-site; INR 750,000 - 1,200,000; Full time

Job summary

ABHFL invites applications for Area Sales Manager to drive home loan growth in the designated region. The role entails building a strong sales pipeline, guiding branch teams, and expanding the customer base while ensuring service quality and profitability.

You will coordinate with Risk, Operations and Sales Governance to maintain risk controls, streamline processes, and optimize channel partners. Prior experience in HFC sales is preferred.

Qualifications

• Postgraduate degree with strong sales background.
• Minimum 6–8 years in banking/NBFC sales, with 3–4 years in HFC sales.

Responsibilities

• Drive branch sales planning with Regional Manager and segment teams.
• Identify local business growth opportunities and acquire customers.
• Improve operations across sourcing, approval, servicing and collections.
• Lead cross-selling across ABC products as per regional plans.
• Develop and coach the sales team for higher performance.
• Ensure risk controls and timely PDD closures with risk/ops teams.

Skills

Business acumen

Team management

Execution skills

Product-market understanding

Operations integration

Education

Postgraduate degree

Job description

Designation :

Job Description:

Job Purpose

The purpose of this job is to plan Area Sales Manager and business growth with the Lead (UBS) and meet stated targets considering local variances and competitive dynamics.
Create and manage Home Loan sales at respective region to develop new relationships by originating leads from and manage Ultratech Channels like (Ultratech Depots, Dealers, and Ultratech Business Solution Dealers) through SRO / RO.
To identify and develop new locations, micro market for Informal and small ticket Home Loan.
To develop and manage a team of Senior Relationship Officers and Relationship Officers across the area mapped to develop business: The product portfolio includes Home Loan This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Governance teams to ensure portfolio health.
It supports business profitability by identifying and addressing underperformance, adopting/ proposing process improvements, capitalizing on channel optimization opportunities, etc. It serves as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks at the regional level. It also drives cross-selling across ABHFL and ABFSG products/ solutions in the region as per agreed zonal plans and unique client requirements

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Branch Sales Planning & Management Work with Regional Sales Manager on devising the branch sales plan and team approach for achieving targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc.
Report on and direct teams basis emerging trends and opportunities
Manage day-to-day branch operations and administration
Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to Regional Sales Manager - ABHFL as well as to team members

KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
Work closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfaction
Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
Deploy efforts/ initiatives in consultation with Regional Sales Manager ABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
Propose and deploy approved solutions and schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
Serve as a point of escalation and manage customer complaints/ grievances effectively, intervening especially for key relationships

KRA3 Operational Effectiveness To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance) and efficient operations
Drive high performance by reinforcing focus on business and sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance as required
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA4 Cross-Selling across ABC products Drive activities and initiatives in the team as per cross-selling strategy agreed with Regional Sales Manager ABHFL
Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, etc. as required

KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required
Nominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiatives
Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives

KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
Review financial risk via analysis of city/ branch operations MIS and Data Analytics reports
Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Governance teams, and necessary communication and guidance drive timely PDD closures and collections
As part of Relationship Maintenance with institutional customers, review reports on client accounts, business performance, etc. and liaise with Risk while guiding team on delinquency cases
Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact portfolio quality

Enabling Skill Sets & Qualifications
Critical skill sets required to meet these challenges include business and commercial acumen, 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 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales.