Area Sales Manager

ABC - Aditya Birla Housing Finance Limited; Tamil Nadu; On-site; INR 600,000 - 1,200,000; Full time

Job summary

ABC - Aditya Birla Housing Finance Limited in Tamil Nadu is seeking an Area Sales Manager to plan area sales and drive regional growth in collaboration with the Regional Sales Manager. You will lead a team, adhere to sales processes, and coordinate with Risk, Operations and Sales Governance to safeguard portfolio health and profitability.

The role emphasizes achieving targets, cross-selling ABHFL and ABC products, and building a strong sourcing funnel while ensuring compliance and customer

Responsibilities

• Achieve sales targets as agreed with the RSM ABHFL, including targeted book size, profitability, growth and customer service objectives.
• Create a sales operating plan with the team, considering local factors impacting business, such as competitor presence and new prospect opportunities.
• Grow market share as a new brand against established competition, overcoming competitive pressures to create a branch/city book of desired size.
• Upgrade financial and operational know-how of self and team on industry dynamics, negotiation and relationship building, and efficient loan processing.
• Ensure loan conversion/sanction/utilization percentages are high and build an appropriate sourcing funnel to meet targets.
• Ensure credit quality and effective portfolio selection/pre-screening thereby minimizing potential NPAs.
• Ensure compliant sales operations at all times, despite sales pressures and market cycles.

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