Area Sales Manager

ABC - Aditya Birla Housing Finance Limited; Karnataka; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited is seeking a Regional Sales Manager (RSM ABHFL) to plan area-wise sales and growth with the RSM, achieve targets, and ensure portfolio health by coordinating with Risk, Operations and Sales Governance.

The role emphasizes reducing NPAs, improving loan processing, and driving cross-selling of ABHFL and ABC products, while mentoring team members and building relationships to expand market share and profitability in the region.

Qualifications

• Experience planning area-wise sales and growth.
• Ability to coordinate with RSM and cross-functional teams.
• Focus on portfolio health and risk/compliance alignment.

Responsibilities

• Achieve sales targets as agreed with RSM and ABHFL.
• Create sales operating plan considering local factors.
• Grow market share against competition and build branch book.
• Drive cross-selling across ABHFL and ABC products.
• Ensure credit quality and portfolio health.

Job description

The purpose of this job is to plan area (city/ branch) sales and business growth with the Regional Sales Manager (RSM) and achieve set targets through the team while complying with sales processes and guidelines at all times. It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. It also drives cross-selling across ABHFL and ABC products/ solutions as per regional plans and unique client requirements.

• The ASM ABHFL is responsible for achieving sales targets as agreed with the RSMABHFL, in terms of targeted book size, profitability, growth & customer service objectives.
• To create a sales operating plan with the team, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at achieving sales targets
• To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city
• To constantly 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 ensure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
• To ensure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
• To ensure compliant sales operations at all times, despite sales pressures and market cycles