Sales Manager

Aditya Birla Capital; Gujarat; On-site; INR 800,000 - 1,200,000; Full time

Job summary

A leading financial services company in India is looking for a Sales Manager to execute sales operations through direct channels. The role involves achieving sales targets, managing client relationships, and leading the Sales Officer team. Candidates should have 5-7 years of sales experience in the Banking/NBFC space, with a focus on housing finance. Key skills include commercial acumen and team management. The position is based in Gujarat and offers significant career growth opportunities.

Qualifications

• Graduate with minimum 5-7 years of total sales experience in the Banking/NBFC space.
• Recent 2-3 years should be in HFC sales.
• Strong communication and leadership skills required.

Responsibilities

• Achieve sales targets through direct channels.
• Ensure compliance with sales operations.
• Manage customer relationships effectively.
• Provide guidance and training to the sales team.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution skills

Education

Graduate degree

Job description

Job Purpose

The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with the 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

Organizational Context: 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 9th July 2014 and has aggressive growth plans.

ABHFL Sales organization works broadly with 3 customer segments – retail (individual) customers, institutional customers (for retail and institutional loan consumers) and builders (for both retail tie‑ups and construction finance), with a major share of the business coming from retail customers. Client segments can also be divided into Salaried and Self‑employed, with both having very different preferences and needs.

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.

Key Aspects

Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients. The Sales Manager (Direct) is responsible for achieving sales targets through direct channels, as agreed with the ASM‑ABHFL, in terms of targeted book size, growth & customer service objectives.

Key Challenges

To assign sales targets to team members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., and ensure achievement of set targets.

To 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 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.

To ensure compliant sales operations at all times, despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications

Critical skill sets required: commercial acumen, team management and communication, product‑market awareness, and execution skills. Education & experience: graduate with minimum 5‑7 years of total sales experience in the Banking/NBFC space, of which at least recent 2‑3 years should be in HFC sales.

Key Result Areas

KRA 1: Sales Planning & Management

• Work with ASM-ABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team.
• Scan the local market and competitive offerings periodically, guiding team members on possible opportunities and challenges.
• Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to ensure the same.
• Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness.
• Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization.
• Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM-ABHFL as well as to team members.

KRA 2: Customer Acquisition / Engagement

• Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/origination.
• Work closely with team members, hand‑holding critical/complex transactions to ensure favorable closure with customer satisfaction.
• Intervene where required to manage customer complaints/grievances and escalates to ASM‑ABHFL as necessary to secure customer relationship.

KRA 3: 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).
• Implement improved processes and best practices to enhance operational effectiveness, productivity and overall business impact.

KRA 4: Cross‑Selling across ABFSG products

• Drive team efforts as per Cross‑Selling strategy agreed with ASM‑ABHFL.
• Support team members with communications, training, guidance and interfacing with clients where required.

KRA 5: Team and Internal Stakeholder Management

• Guide and develop team members for enhanced customer acquisition and engagement efforts.
• Nominate teams for 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.

KRA 6: Portfolio & Risk Management

• Work with 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 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.