Sales Manager - Direct

Aditya Birla Capital; Maharashtra; On-site; INR 900,000 - 1,200,000; Full time

Job summary

Aditya Birla Housing Finance Limited (ABHFL) seeks a sales professional to execute direct-channel operations, lead a Sales Officer team, and drive portfolio health while aligning with branch plans.

You will coordinate with Risk, Operations and Sales Governance to ensure compliant, efficient operations and cross-sell ABHFL and ABC products to meet targets and client needs.

Qualifications

• Graduate with 5–7 years of total sales experience in Banking/NBFC.
• At least 2–3 years of sales experience in Housing Finance (HFC) sales.

Responsibilities

• KRA1: Sales planning and management to achieve targets; cascade to team.
• KRA2: Identify local business growth opportunities and drive customer acquisition.
• KRA3: Monitor and improve processes across sourcing, approval, servicing and collections.
• KRA4: Drive cross-selling of ABFSG products with the team and clients.
• KRA5: Guide and develop team members and coordinate with internal stakeholders.
• KRA6: Ensure risk management and control through collaboration with Risk, Operations and Sales Governance.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution skills

Education

Graduate

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 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 & Challenges: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 top-up loans, loans against property and construction finance. The company acquired its license on 9th July 2014 and has aggressive growth plans.

ABHFL has grown at a steady rate while reporting good asset quality despite challenges in the operating environment. While the industry is dominated by five large groups, there has been an emergence of segments like Affordable and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to maintain their share in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5 years. This shall take ABHFL within the top 5 percentile of HFCs in the country.

The 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 of these having very different preferences and needs.

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. 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

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 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 5 - 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 2 - 3 yrs experience should be in HFC sales

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Sales Planning & Management Work with ASMABHFL 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 on a periodic basis, 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 of sales efforts

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

KRA2 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 effectively, and elevate to ASM ABHFL as necessary to secure customer relationship

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 team efforts as per Cross-Selling strategy agreed with ASM ABHFL

Drive alignment to the adopted Cross-Selling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required

KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, and hand-hold as required

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

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