Sales Manager

Aditya Birla Capital; Gujarat; On-site; INR 800,000 - 1,000,000; Full time

Job summary

Aditya Birla Capital seeks a Sales Manager to execute sales operations through direct channels while leading a team to achieve targets. This role involves managing client relationships and ensuring compliance with Risk and Operations teams.

The ideal candidate will have 5-7 years of sales experience, including 2-3 years specifically in housing finance. Responsibilities include driving loan conversions, effective portfolio management, and collaboration with various teams.

Qualifications

• Minimum of 5-7 years of total sales experience in Banking/NBFC.
• At least 2-3 years in HFC sales.

Responsibilities

• Execute sales operations through Direct channels in line with branch plans.
• Drive loan conversion and manage client relationships.
• Ensure compliance and effective portfolio management with Risk teams.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution skills

Education

Graduate

Job description

Overview

Job Purpose The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with branch plan and objectives, leading and supporting the Sales Officer team in achieving targets and managing client relationships. 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 cross-selling across ABHFL and ABC products/solutions as per branch level objectives and client requirements.

Job Context & Major Challenges

Job Context/Job Challenges 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. The business is predominantly retail driven, characterized by a high volume of loan transactions and customer relationships. Performance is influenced by people, process and organizational efficiencies, alongside product/solution quality, channel and customer relationship management and risk management. Higher cost of funding impacts profitability and the competitiveness of loan rates offered to clients. For retail customers, identifying and acting on relevant needs for target demographics is essential while ensuring process, statutory and regulatory compliance. For institutional/builder customers, proactive relationship management and customized solution fitment are important to gain competitive advantage. The Sales Manager (Direct) - ABHFL is responsible for achieving sales targets through direct channels, as agreed with the ASM-ABHFL, in terms of targeted book size, growth and customer service objectives.

Key Challenges To assign sales targets to team members considering local factors impacting business and ensure achievement of targets. To upgrade financial & operational know-how of self and team members on industry dynamics, negotiation and relationship building, and efficient loan processing. To drive loan conversion/sanction/utilization rates and maintain an appropriate sourcing funnel. To ensure credit quality and effective portfolio management by working closely with Risk. To ensure compliant sales operations at all times, despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications

Enabling Skill Sets & Qualifications Critical skill sets include commercial acumen, team management and communication, product-market awareness, and execution skills. Education and experience required: a graduate with minimum 5-7 years of total sales experience in Banking/NBFC, with at least the most recent 2-3 years in HFC sales.

Key Result Areas (KRA)

1. KRA1 Sales Planning & Management
   • Work with ASMABHFL and plan sales operations to achieve targets, considering competition and local trends, and cascade to the team
   • Scan the local market and competitive offerings to identify opportunities and challenges
   • Proactively track target achievement and intervene with sales efforts to ensure targets are met
   • Communicate sales targets and provide clarity on goals, roles, product characteristics and USPs
   • Deploy schemes to drive sales and profitability with focus on expansion and cost optimization
   • Provide data for and compile periodic MIS reports (disbursements, profitability, NPAs, market expansion) and communicate to ASM ABHFL and the team
2. KRA2 Customer Acquisition/Engagement
   • Identify local business growth opportunities and refine DSA engagements
   • Work with DSA partners on prospects, sharing product characteristics and USPs to drive closure and satisfaction
   • Communicate with in-process prospects and DSA partners to ensure transaction status clarity and drive for timely approvals
   • Deploy schemes to drive DSA engagement, sales and profitability
3. KRA3 Operational Effectiveness
   • Monitor and ensure efficient processes across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
   • Focus on distribution channels and interface with senior stakeholders for smooth operations
   • Drive process efficiencies and faster TATs through stakeholder interface (Risk, Operations, Sales Governance)
   • Implement improved processes and best practices to enhance operational effectiveness and business impact
4. KRA4 Cross-Selling across ABFSG products
   • Drive team efforts per Cross-Selling strategy with ASM ABHFL
   • Support team with communications, training and client interfacing to enable cross-selling
5. KRA5 Team and Internal Stakeholder Management
   • Develop team members for enhanced customer acquisition and engagement
   • Nominate members for relevant trainings and coordinate with internal stakeholders for smooth operations and target achievement
6. KRA6 Portfolio & Risk Management
   • Work with Risk, Operations and Sales Governance teams to ensure compliance and risk control
   • Promote proactive early alert practices to reduce NPAs and compile MIS on NPAs and credit trends