Senior Area Sales Manager

Job Description

The purpose of this job is to plan area (city/ branch) sales and business growth with the Regional Sales Manager (RSM) and reach set targets through the group while complying with sales processes and guidelines at all times. It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to make sure portfolio health. It works to back up 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 targets, hand-holding group members on complex cases. It also drives cross-selling across ABHFL and ABC products/ solutions as per regional plans and unique client qualifications.

2) Dimensions:

Mention quantitative or qualitative parameters that are relevant for the job and deliver a better understanding of the scope and scale of the job.

Business Workforce Number

Unit Workforce Number

Function Workforce Number

Department Workforce Number

6-7Sales Manager

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Clients or any other parameter

3) Position context & Key challenges:

Write the specific aspects of the job that deliver a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section

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.

This opening is for the Senior Area Sales Manager position in Thane.