ABHFL - Senior Sales Manager - Retail - Indore

Birla Carbon; Indore District; On-site; INR 600,000 - 1,000,000; Full time

Job summary

Birla Carbon in Madhya Pradesh seeks a seasoned professional to manage sales operations through direct channels while achieving targets and nurturing client relationships. This role involves coordination across risk, operations, and governance teams to ensure compliant sales practices and robust portfolio management.

The ideal candidate will have 5-7 years of experience in sales, particularly in the housing finance sector. A strong focus on customer engagement and process efficiency is essential.

Qualifications

• Minimum 5 - 7 years of total sales experience in Banking/NBFC.
• At least 2 - 3 years recent experience in HFC sales.
• Strong knowledge of loan processing and customer engagement.

Responsibilities

• Execute sales operations through the Direct channel.
• Manage sales targets and client relationships.
• Ensure compliant and efficient sales operations across teams.

Skills

Sales experience

Team management

Communication skills

Commercial acumen

Customer relationship management

Education

Graduate degree

Job description

Job Description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Designation :

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

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.

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.

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.

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 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/ utilization 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 minimize 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 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

KRA1 Sales Planning & Management: 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 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 elevate 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.