Senior Area Sales Manager

Birla Carbon; Mumbai; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Birla Carbon in Mumbai is seeking a candidate to lead sales growth in the housing finance sector. The role requires strategic planning and the ability to manage a sales team to meet established targets. Candidates should have substantial experience in HFC sales and demonstrate strong business acumen.

Successful applicants will have a postgraduate degree and a track record in driving sales performance in competitive markets while maintaining compliance at all times.

Qualifications

• 6–8 years total sales experience in banking/NBFC.
• Recent 3–4 years in HFC sales.

Responsibilities

• Plan sales and business growth with the RSM.
• Achieve sales targets by leveraging team support.
• Drive cross-selling across ABHFL and ABC products.
• Understand and act on customer needs for retail clients.
• Manage complex requirements for institutional clients.
• Ensure compliance and operational efficiency.
• Create local sales operating plans.

Skills

Business and commercial acumen

Team management

Communication skills

Execution skills

Product-market understanding

Operations integration

Controlling skills

Education

Postgraduate degree

Job description

Job Description:

The purpose of this job is to plan area (city/branch) sales and business growth with the Regional Sales Manager (RSM) and achieve set targets through the team while complying with sales processes and guidelines at all times. It takes joint approval decisions with the Risk counterpart as per the approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales target, hand‑holding team members on complex cases. It also drives cross‑selling across ABHFL and ABC products/solutions as per regional plans and unique client requirements.

Job Context & Major Challenges:

• Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is a registered housing finance company under the National Housing Bank Act, 1987. It offers a complete range of housing finance solutions like home loans, home improvement and construction loans, balance transfer and top‑up loans, loans against property and construction finance.
• ABHFL has grown steadily while maintaining good asset quality despite challenges in the operating environment. With aggressive growth plans, the company aims to grow 5X (40,000 Cr) in the next five years and become part of the top 5 percentile of HFCs in the country.
• The ABHFL Sales organization works broadly with three customer segments – retail (individual) customers, institutional customers and builders – with a major share of the business coming from retail customers. Client segments can also be divided into salaried and self‑employed, each with 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 diverse customer segments. The business performance is strongly impacted by people, process and organizational efficiencies alongside core drivers such as product/solution quality, channel and customer relationship management and risk management.
• Unit sizing is based on loan book size; profitability and minimized delinquency are key objectives.
• Higher cost of funding impacts profitability and competitiveness of loan rates.
• For retail customers, identifying and acting on relevant needs for target demographics and ensuring compliance at all times is key for building sustainable performance.
• For institutional/builder customers, understanding and addressing complex requirements via proactive relationship management and customized solutions, while ensuring compliance, is essential.
• ASM ABHFL is responsible for achieving sales targets agreed with RSMABHFL, in terms of targeted book size, profitability, growth and customer service objectives.
• Creating a local sales operating plan considering competitor presence, existing relationships, and new prospects to meet targets.
• Growing market share as a new brand against established competition, overcoming competitive pressures to build the desired book size for the branch/city.
• Constantly upgrading financial and operational know‑how of self and team members on industry dynamics, effective negotiation, relationship building, and efficient loan processing to maintain lasting relationships with customers while ensuring portfolio health and profitability.
• Ensuring high loan conversion/sanction/utilization percentages and building an appropriate sourcing funnel to meet targets.
• Ensuring credit quality and effective portfolio selection/pre‑screening to minimize potential NPAs.
• Ensuring compliant sales operations at all times despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications:

• Business and commercial acumen, team management and communication skills, execution skills, product‑market understanding, operations integration and controlling skills.
• Postgraduate degree with a minimum of 6–8 years total sales experience in the banking / NBFC space, of which at least the recent 3–4 years must be in HFC sales.