Area Sales Manager

ABC - Aditya Birla Housing Finance Limited; Karnataka; On-site; INR 600,000 - 900,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited in Karnataka seeks a Regional Sales Manager to plan area sales and drive growth with the RSM, achieving targets through the team while following sales processes and guidelines. The role collaborates with Risk, Operations and Sales Governance to protect portfolio health and profitability.

The incumbent will lead cross-functional efforts to improve conversion, address underperformance, and optimize channel opportunities, ensuring compliant operations

Qualifications

• Plan area/branch sales and growth with the Regional Sales Manager.
• Ensure loan processing efficiency and high credit quality.
• Drive cross-selling across ABHFL and ABC products.
• Adhere to sales processes and approval matrices.

Responsibilities

• Achieve sales targets as agreed with the RSM ABHFL.
• Create a sales operating plan considering local factors.
• Grow market share against competition and build branch book size.
• Upgrade team knowledge on industry dynamics and negotiation.
• Maintain portfolio health and profitability through effective sourcing and pre-screening.
• Ensure compliant sales operations during market cycles.

Skills

Sales management

Portfolio health

Negotiation

Relationship building

Cross-selling

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