Retail - Senior Sales Manager - Direct - Berhampur

Job Description

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 assisting the Sales Officer group in reaching targets and overseeing client relationships. This role coordinates with Risk, Operations and Sales Governance teams to make sure compliant and efficient sales operations, and portfolio health. It also drives and executes cross-selling across ABHFL and ABFSG products/ solutions as per branch level objectives and client qualifications.

Position context & Key challenges

Organizational Context-Key Aspects:

Part of the Aditya Birla Financial Service Group (ABFSG), 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 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.

The ABHFL Sales organization works broadly with 3 client segments – retail (individual) clients, institutional clients (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 clients. Client segments can also be divided into Salaried and Self employed, with both of these having very different preferences and needs.

Position context-Key Aspects:

Delivering 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 client segments through its various service offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loan transactions and client relationships.

While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.

Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients

For retail clients, identifying and acting on relevant needs for target demographics/ client segments/ etc., in an efficient manner making sure process, statutory and regulatory compliance at all times, are key for building business performance and sustainability.

For institutional/ builder clients, understanding and addressing complex business qualifications via proactive relationship management and customized solution fitment, while making sure compliance at all times, are important to gain competitive advantage in this segment.

The Sales Manager (Direct) – ABHFL is tasked with reaching sales targets through direct channels, as agreed with the AH (Sales) – ABHFL, in terms of targeted book size, growth & client service objectives.

Key Challenges

To assign sales targets to group members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., and make sure achievement of set targets

To upgrade financial & operational know how of self and group members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for upholding lasting relationships with clients while making sure portfolio health and profitability

To drive loan conversion/ sanction/ utilization rates and make sure an appropriate sourcing funnel to meet targets

To make sure credit quality, effective portfolio selection/ pre screening, and work closely with Risk group members to minimize potential NPAs while driving sales

To make sure 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, group management and communication, product-market awareness, and execution capabilities.

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.

Core result areas

KRA (Accountabilities) (Max 1325 Characters)

Assisting Actions (Max 1325 Characters)

KRA1

Sales Planning & Management

Work with AH (Sales) - ABHFL and plan sales operations for reaching targets, considering competitive forces and local trends, and cascade the same to the group

Scan the local market and competitive offerings on a periodic basis, guiding group members on possible opportunities and challenges

Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc.) to make sure the same

Communicate sales targets and deliver group 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, making sure dual focus on sales expansion and cost optimization

Deliver data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to AH (Sales) - ABHFL as well as to group members

KRA2

Client Acquisition/ Engagement

Identify local business growth opportunities, guide client acquisition efforts, intervening where required for relationship management/ origination

Work closely with group members, hand-holding critical/ complex transactions to make sure favourable closure with client satisfaction

Intervene where required to oversee client complaints/ grievances effectively, and escalate to AH (Sales) - ABHFL as necessary to secure client relationship

KRA3

Operational Effectiveness

Monitor and make sure efficient business processes/ operations across the Client Lifecycle (Sourcing, Approval, Servicing, Collections)

Work with group 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 group efforts as per Cross-Selling strategy agreed with AH (Sales) - ABHFL

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

KRA5

Group and Internal Stakeholder Management

Guide and establish group members for enhanced client acquisition and engagement efforts, and hand-hold as required

Nominate teams for relevant technical and behavioral trainings/ seminars and work on self development initiatives

Collaborate 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 make sure adherence to risk management and control mechanisms

Drive compliant Sales Operations and sound risk management by training and guiding the group proactively on early alert practices to reduce NPA risks

Compile and make sure systematic, accurate MIS on NPAs and credit trends, delivering inputs on factors impacting portfolio quality

This opening is for the Retail - Senior Sales Manager - Direct - Berhampur position in Orissa.