ABHFL - Senior Sales Manager - Retail - Biaora

ABC - Aditya Birla Housing Finance Limited; Madhya Pradesh; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited is seeking a Sales Manager (Direct) to drive retail lending through direct channels, achieve annual targets, and lead a high-volume sales team with a focus on customer relationships and compliant operations.

You should have 5–7 years of total sales experience in Banking/NBFC, with at least 2–3 years in HFC sales, plus strong commercial acumen, people leadership, and communication skills to excel in a fast-paced environment across regional markets.

Qualifications

• Graduate with 5–7 years of total sales experience in Banking/NBFC.
• 2–3 years in HFC sales.
• Strong commercial acumen and leadership skills.
• Excellent communication and relationship-building abilities.

Responsibilities

• Sales planning and target achievement through direct channels.
• Customer acquisition and engagement, manage critical transactions.
• Operational effectiveness across lifecycle (Sourcing, Approval, Servicing, Collections).
• Cross-selling within ABHFL products.
• Team development and stakeholder management.
• Portfolio risk management and MIS reporting.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Education

Graduate

Job description

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 license on 9th July 2014 and has aggressive growth plans.

Job Context/Job Challenges:

Organizational Context

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 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 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.

Job Context

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. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management. While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives. Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients. For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability. For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment. The Sales Manager (Direct) – ABHFL is responsible for achieving sales targets through direct channels, as agreed with the ASM-ABHFL, in terms of targeted book size, growth & customer service objectives. 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 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 2 - 3 yrs experience should be in HFC sales.

Key Result Areas

KRA (Accountabilities) (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 teamScan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challengesProactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the sameCommunicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales effortsDeploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimizationProvide 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/ originationWork closely with team members, hand-holding critical/ complex transactions to ensure favorable closure with customer satisfactionIntervene where required to manage customer complaints/ grievances effectively, and escalation 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 operationsDrive 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 ABHFLDrive 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 requiredNominate teams for relevant technical and behavioral trainings/ seminars and work on self-development initiativesCoordinate 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 mechanismsDrive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risksCompile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality

Supporting Actions (Max 1325 Characters)