Senior Sales Manager - DSA

PeopleStrong; Rajkot; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

AB Housing Finance Limited is seeking a Sales Manager (DSA) to execute sales operations through the DSA channel, interfacing with DSA partners and end customers to achieve targets.

Role requires coordination with Risk, Operations and Sales Governance to ensure compliant processes and healthy portfolio performance, while driving cross-selling of ABHFL and ABFSG products as per branch objectives.

Qualifications

• Graduate with strong sales orientation.
• Experience in sales operations or field sales preferred.
• Familiarity with DSA channel sales is a plus.

Responsibilities

• Execute sales operations through the DSA channel to meet branch targets.
• Coordinate with Risk, Operations and Sales Governance teams for compliant, efficient operations and portfolio health.
• Drive cross-selling of ABHFL and ABFSG products per branch objectives.

Skills

Business Development

Sales

Relationship Management

Education

Graduate

Job description

BUSINESS_UNIT-1 AB Housing Finance Limited

BUSINESS_UNIT-2 AB Housing Finance Limited

BUSINESS_UNIT-3 AB Housing Finance Limited

DEPARTMENT-1 Housing Finance Sales

DEPARTMENT-2 Affordable

Country India

Skills

Skill

Business Development Sales Relationship Management

Graduate

CERTIFICATION

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 ABFSG products/ solutions as per branch level objectives

Job Context:/Job Challenges:o ABHFL operates in the Rs. 11.4 trillion Indian Housing Finance market, which has grown at a steady rate of 17% CAGR over the last 3 years 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 newer entrants in niche segments like affordable housing 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 has remained stable at ~37% as on December 2015.
o 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
o While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.
o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients
o 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.
o 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.
o 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 & customer service objectives.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1 Sales Planning and DSA Management 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

KRA2 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)

KRA3 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