Sales Manager - DSA

Birla Carbon; India; On-site; INR 600,000 - 900,000; Full time

Job summary

A leading financial services company in India is seeking a skilled Sales Operations Executive to manage DSA channel operations and drive sales for housing finance solutions. The ideal candidate possesses strong communication skills and a solid background in sales, particularly within the housing finance sector. You will be responsible for executing sales strategies, enhancing DSA engagement, and ensuring compliance with regulatory requirements to optimize portfolio health. Join us to be part of our growth journey in a challenging and rewarding environment.

Qualifications

• Minimum 6-7 years of total sales experience in the Banking/NBFC space.
• At least 3-4 years of recent experience in HFC sales.
• Good exposure to DSA channel.

Responsibilities

• Execute sales operations through the DSA channel.
• Drive cross-selling efforts for ABHFL and ABFC products.
• Manage DSA relationships and communications effectively.

Skills

Commercial acumen

Team management

Communication

Product-market awareness

Execution

Education

Graduate with minimum 6-7 years of total sales experience in Banking/NBFC

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Designation: NA

Job Description

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 cross‑selling of ABHFL and ABFC products/solutions as per branch level objectives.

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 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.

Job Context

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.
• For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/etc., in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.
• For institutional/builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage.

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.

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

KRA1 Sales Planning and 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 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 in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL.

KRA4 Cross‑Selling across ABC 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 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

• 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 in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL.

KRA7 Cross‑Selling across ABC products

• Drive DSA partner efforts as per Cross‑Selling strategy agreed with ASMABHFL, interfacing with end customers/ prospects as required.

KRA8 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.

KRA9 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.

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