ABHFL - Sr. Sales Manager - DSA - Prime - Kolkata

Birla Carbon; Kolkata District; On-site; INR 700,000 - 1,100,000; Full time

Job summary

Birla Carbon in Kolkata seeks a sales planning and operations professional to drive local market growth, manage opportunities, and coordinate with cross‑functional teams. The role emphasizes market analysis, target achievement, and customer relationship management to enhance profitability.

The candidate will lead process improvements across sales operations, risk and governance, while supporting the team with training and performance tracking to achieve strategic growth in the region.

Qualifications

• Experience in sales planning and management of local markets.
• Ability to drive customer acquisition and engagement.
• Strong focus on process improvement, operations, and risk considerations.

Responsibilities

• 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 to ensure the same.
• Communicate sales targets and provide team members clarity on business goals, role expectations and USPs.
• Deploy schemes to drive sales and enhance profitability, with focus on expansion and cost optimization.
• Provide data for MIS reports on disbursements, profitability and market expansion, and communicate to stakeholders.
• Work with team members to hand‑hold critical/complex transactions to ensure favorable closure with customer satisfaction.
• Intervene to manage customer complaints/grievances and escalate to ensure customer relationship.
• Monitor and focus on different distribution channels and interface with senior stakeholders for smooth operations.
• Drive process efficiencies and faster TATs across processes and functions (Risk, Operations, Sales Governance).
• Implement improved processes and best practices to enhance productivity and business impact.
• Drive cross‑selling alignment by supporting team communications, training, and client interfacing.
• Nominate teams for trainings and coordinate with internal stakeholders for alignment towards targets.
• Drive compliant Sales Operations and sound risk management with early alert practices to reduce NPAs.
• Compile and ensure MIS on NPAs and credit trends and provide inputs on portfolio quality.

Job description

Job Description

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 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 escalate 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.