Prime - Senior Sales Manager - DSA

ABC - Aditya Birla Housing Finance Limited; Karnataka; Sur place; INR 900 000 - 1 300 000; Plein temps

Résumé du poste

ABC - Aditya Birla Housing Finance Limited is seeking a senior sales professional to execute DSA-based sales operations aligned with branch plans. The role interfaces with Risk, Operations and Sales Governance to ensure compliant processes and portfolio health, while driving cross-sell of ABHFL and ABFC solutions.

Key responsibilities include building DSAs network, targeting conversions, managing risk, and ensuring process efficiency across sourcing to collections; ongoing development of

Qualifications

• Graduate with 6-7 years total sales experience in Banking/NBFC space.
• At least 3-4 years experience in HFC sales with DSA exposure.
• Strong commercial acumen and negotiation skills.

Responsabilités

• KRA1: Define and execute plans for target achievement with DSA network and ABHFL.
• KRA2: Identify local growth opportunities and engage DSAs for closures.
• KRA3: Monitor processes across sourcing, approvals, servicing and collections.
• KRA4: Drive cross-selling of ABFSG products with DSAs and customers.
• KRA5: Develop self and coordinate with internal stakeholders for targets.
• KRA6: Ensure risk controls, MIS on NPAs and portfolio health.

Connaissances

Commercial acumen

Team management

Communication

Product-market awareness

Formation

Graduate with 6-7 yrs sales exp in Banking/NBFC, 3-4 yrs in HFC with DSA exposure

Description du poste

Job Purpose

The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes crossselling of ABHFL and ABFC products/ solutions as per branch level objectives.

Job Context & Major Challenges

Job Context/ Job Challenges:
Organizational Context

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 topup loans, loans against property and construction finance. The company acquired its license on 9th July 2014 and has aggressive growth plans.
• 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.

Job Context

Key Challenges

• To build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitor offerings/ terms, existing relationships, mutually beneficial propositions, etc.
• To upgrade financial & operational know how on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health and profitability
• To drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets
• To ensure credit quality, effective portfolio selection/ pre-screening, and work closely with Risk team members to minimize potential NPAs while driving sales and maintaining DSA relationships
• 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 commercial acumen, team management and communication, product-market awareness, and execution skills.
• Education & experience required to fulfil this profile are a graduate with minimum 6 - 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

• KRA1 Sales Planning & DSA Management Define and execute a plan for target achievement in conjunction with ASMABHFL, considering competitive forces and local trends
  • Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
  • Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
  • Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively
• KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, and refine DSA engagements accordingly
  • Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and customer satisfaction
  • Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals
  • Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization
• KRA3 Operational Effectiveness Monitor and ensure efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
  • Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations
  • Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)
  • Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact
• KRA4 Cross-Selling across ABFSG products Drive DSA partner efforts as per Cross-Selling strategy agreed with ASMABHFL, interfacing with end customers/prospects as required
• KRA5 Self Development and Internal Stakeholder Management Stay up to date on market developments, DSA engagement practices/ innovations, negotiation and relationship building skills for enhanced customer acquisition and engagement efforts through the DSA channel
  • Attend relevant technical and behavioral trainings/ seminars and work on self-development initiatives
  • Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets
• KRA6 Portfolio & Risk Management
  • Work with the Risk, Operations and Sales Governance teams to ensure adherence to risk management and control mechanisms
  • Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks
  Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality