Senior Sales Manager

Job Description

Organizational Context

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 segments like Affordable 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.

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

Key Challenges

To build and tap DSA network in order to reach targets considering factors impacting DSA relationships such as competitor offerings/ terms, existing relationships, mutually beneficial propositions, etc.

To upgrade financial & operational know how on industry dynamics, effective negotiation and relationship building, and efficient loan processing for upholding lasting relationships with DSAs and 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 and upholding DSA relationships

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.

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Education & experience required to fulfil this profile are a graduate with minimum 6 - 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel.

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

Sales Planning and DSA Management

Define and execute a plan for target achievement in conjunction with ASMABHFL, considering competitive forces and local trends

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 make sure active DSA relationships are working optimally to reach business objectives

Deliver data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to deliver DSA partners feedback proactively

Client Acquisition/ Engagement

Identify local business growth opportunities, and refine DSA engagements accordingly

Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and client satisfaction

Communicate with in-process prospects and DSA partners to make sure clarity on transaction status and proactively drive for operational compliance to make sure timely approvals

Deploy schemes to drive DSA engagement, sales and profitability, making sure dual focus on sales expansion and cost optimization

Operational Effectiveness

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

Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Governance)

Adopt improved processes and best practices in order to enhance operational effectiveness, productivity and overall business contribution of DSAs for ABHFL

Cross-Selling across ABC products

Drive DSA partner efforts as per Cross-Selling strategy agreed with ASMABHFL, interfacing with end clients/ prospects as required

Self-Development and Internal Stakeholder Management

Stay up to date on market developments, DSA engagement practices/ innovations, negotiation and relationship building capabilities for enhanced client acquisition and engagement efforts through the DSA channel

Attend 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

Portfolio & Risk Management

Work with the Risk, Operations and Sales Governance teams to make sure adherence to risk management and control mechanisms

Liaise proactively with DSA partners and end prospects/ clients for clarity on and adherence to risk management measures

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

This opening is for the Senior Sales Manager position in Solitair Park- Andheri.