Area Sales Manager

ABC - Aditya Birla Housing Finance Limited; Maharashtra; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited seeks a senior sales professional to plan city/branch level sales growth with the Regional Sales Manager andDrive targets through the team. The role requires coordinating with Risk, Operations, and Sales Governance for portfolio health and process adherence.

The incumbent will lead cross-selling across ABHFL and ABC products, address underperformance, and optimize channels to improve profitability while ensuring compliance with approval matrices and

Qualifications

• Postgraduate with 6-8 years of total sales experience in Banking/NBFC space, with 3-4 years in HFC sales.
• Strong leadership and communication skills.
• Ability to collaborate with Risk, Operations and Sales Governance teams.

Responsibilities

• Plan area sales and business growth with the RSM to meet targets.
• Address underperformance and drive process improvements and channel optimization.
• Coordinate with Risk, Operations and Sales Governance to ensure portfolio health.
• Drive cross-selling ABHFL and ABC products as per regional plans.
• Mentor and hand-hold team members on complex cases and bottlenecks.
• Ensure adherence to sales processes and guidelines at all times.

Skills

Business acumen

Commercial acumen

Team management

Communication

Execution skills

Product-market understanding

Operations integration

Controlling skills

Education

Postgraduate degree

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.

• Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.

Business Workforce Number
Unit Workforce Number
Function Workforce Number
Department Workforce Number
6-7Sales Manager
Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter

• Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

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 9 th 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 segment like affordable housing 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.
• 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 and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.
• While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.
• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
• For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.
• For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment.
• 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.

Job Context

Key Aspects

• 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 and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management.
• While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.
• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
• For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.
• For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment.
• 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.

Key Challenges

• 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

Enabling Skill Sets & Qualifications

• Critical skill sets required to meet these challenges include business and commercial acumen, team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.
• Education & experience required to fulfil this profile are a postgraduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales.