Sales Manager-Direct

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

Job summary

Aditya Birla Capital is looking for a Sales Manager (DSA) in Maharashtra to achieve sales targets via the DSA channel. Candidates should have a graduate degree and 6-7 years of total sales experience in Banking/NBFC, with at least 3-4 years in HFC sales. Key responsibilities include driving loan conversion, ensuring compliance, and managing DSA relationships effectively. The role emphasizes operational efficiency and effective risk management across sales processes.

Qualifications

• Minimum of 6-7 years of total sales experience in Banking/NBFC.
• At least 3-4 years in Housing Finance Company (HFC) sales with good exposure to the DSA channel.

Responsibilities

• Achieve sales targets through the DSA channel.
• Drive loan conversion and ensure credit quality.
• Maintain compliance in sales operations.

Skills

Commercial acumen

Team management

Communication skills

Product-market awareness

Execution skills

Education

Graduate degree

Job description

Job Purpose

The purpose of this job is to execute sales operations through the DSA channel in line with the 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 cross‑selling of ABHFL and ABFSG products/solutions as per branch level objectives.

Job Context

In this role the Sales Manager (DSA) – ABHFL is responsible for achieving sales targets through the DSA channel, as agreed with the AH (Sales) – ABHFL, in terms of targeted book size, growth and customer service objectives.

Key Aspects

• Providing housing finance to buyers, loan against property, commercial property purchase, lease‑rental discounting and construction finance to builders. ABHFL serves a diverse customer base and the business is heavily driven by high‑volume loan transactions and customer relationships.
• Business performance depends on people, process and organisational efficiencies, product/solution quality, channel and customer relationship management, and risk management.
• Profitability is driven by loan book size, unit profitability and minimised delinquency.
• Lower cost of funding impacts profitability and competitiveness of loan rates offered to clients.
• For retail customers, the need is to identify and act on relevant needs for target demographics and customer segments efficiently while ensuring statutory and regulatory compliance.
• For institutional and builder customers, understanding and addressing complex business requirements through proactive relationship management and customised solution fitment while ensuring compliance is key to gaining competitive advantage.

Key Challenges

• Build and tap the DSA network to achieve targets considering competitor offerings, existing relationships and mutually beneficial propositions.
• Upgrade financial and operational know‑how on industry dynamics, negotiation and relationship building, and efficient loan processing to maintain lasting relationships with DSAs and customers while ensuring portfolio health and profitability.
• Drive loan conversion, sanction, utilisation rates and ensure an appropriate sourcing funnel to meet targets.
• Ensure credit quality, effective portfolio selection and pre‑screening; work closely with the Risk team to minimise NPAs.
• Maintain compliant sales operations at all times despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications

• Commercial acumen, team management and communication, product‑market awareness and execution skills.
• A graduate with a minimum of 6‑7 years total sales experience in the Banking/NBFC space, of which at least 3‑4 years should be in HFC sales with good exposure to the DSA channel.

Key Result Areas

KRA1: Sales Planning and DSA Management

Define and execute a plan for target achievement in conjunction with AH (Sales) – ABHFL, considering competitive forces and local trends.

• Scan the local market and competitor offerings periodically, and work closely with the DSA network to tweak efforts accordingly.
• Constantly review the DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships achieve business objectives.
• Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, and use insights to give DSA partners proactive feedback.

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, deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favourable 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 optimisation.

KRA3: Operational Effectiveness

Track and ensure efficient DSA business processes/operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections).

• Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance).
• Adopt improved processes and best practices to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL.

KRA4: Cross‑Selling across ABFSG Products

Drive DSA partner efforts as per Cross‑Selling strategy agreed with AH (Sales) – ABHFL, 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 behavioural 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.

• Liaise proactively with DSA partners and end prospects/customers for clarity on and adherence to risk management measures.
• Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality.