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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 9
th
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 segment like affordable housing and self-employed borrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able to sustain 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 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. As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and client relationship management and risk management.
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 ASM ABHFL is tasked with reaching sales targets as agreed with the RSMABHFL, in terms of targeted book size, profitability, growth & client service objectives.
Key Challenges
To create a sales operating plan with the group, considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., aimed at reaching sales targets
To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city
To constantly 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 make sure loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
To make sure credit quality and effective portfolio selection/ pre-screening thereby minimizing potential NPAs
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 business and commercial acumen, group management and communication, execution capabilities, product-market understanding, and operations integration & controlling capabilities.
Education & experience required to fulfil this profile are a postgraduate with minimum 6 - 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales.
4) Core result areas:
Write
the key results expected from the job and the assisting actions for each of these core result areas (For a majority of jobs typically there could be 4- 7 core result areas)
Core result areas
Assisting Actions
Branch Sales Planning & Management
Work with RSMABHFL on devising the branch sales plan and group approach for reaching targets, considering product-environmental factors, competitive forces and local trends, and cascade the same to the branch group(s)
Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, governance, productivity, channel management, etc.
Report on and direct group's basis emerging trends and opportunities
Oversee day-to-day branch operations and administration
Deliver data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to RSM- ABHFL as well as to group members
Client Acquisition/ Engagement
Identify local business growth opportunities, drive expansion and new client acquisition initiatives to create a book of targeted size
Work closely with group members, hand-holding critical/ complex transactions to make sure favorable closure with client satisfaction
Communicate sales targets and deliver group members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure
Deploy efforts/ initiatives in consultation with RSMABHFL, arising from client satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
Propose and deploy approved solutions and schemes to drive sales and enhance profitability, making sure dual focus on sales expansion and cost optimization
Serve as a point of escalation and oversee client complaints/ grievances effectively, intervening especially for key relationships
This opening is for the Senior Area Sales Manager position in Munoth Empress.
Eligibility typically includes the qualifications and experience outlined in the job description above, with around 5-8 Years years of relevant experience expected for this role.
The key responsibilities for this role are detailed in the Key Responsibilities section above, covering the core duties expected of a Senior Area Sales Manager at Aditya Birla Group.
This role requires around 5-8 Years years of relevant experience, as specified in the job listing. Please refer to the Qualifications & Experience section above for full details.
Skills relevant to this position are outlined in the Qualifications & Experience section above. In general, strong communication, domain knowledge, and the ability to meet role-specific targets are valued across similar BFSI positions.
You can apply directly using the Apply Now button on this page, which will take you to Aditya Birla Group's application process for this role.