Area Sales Manager

Aditya Birla Capital Ltd.; Karnataka; On-site; INR 700,000 - 1,000,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited is seeking a Regional Sales Manager to drive sales growth across a branch network. You will partner with the RSM ABHFL to plan and execute strategies, manage a team, and optimize loan generation while maintaining risk controls.

The role focuses on expanding market presence in the Karnataka region, coordinating with risk and operations, and delivering profitable loan portfolios in a dynamic financial services environment.

Responsibilities

• Achieve sales targets with the RSM ABHFL, meeting book size, profitability, growth and customer service objectives.
• Create a sales operating plan with the team, considering local factors and opportunities to reach targets.
• Grow market share for the branch/city against competition by leveraging relationships and new prospects.
• Upgrade financial and operational know-how of self and team on industry dynamics, negotiation, and loan processing.
• Ensure high loan conversion/sanction/utilization and build an effective sourcing funnel to meet targets.
• Maintain credit quality and portfolio health through appropriate pre-screening and risk-aware sales practices.
• Ensure compliant sales operations at all times despite market pressures.

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