This role plans regional sales and business growth with the Zonal Sales Manager, aiming to meet stated targets while considering local market variations and competitive dynamics. It involves making joint approval decisions with the Risk counterpart, partnering with Risk, Operations, and Sales Governance teams to maintain portfolio health, and supporting business profitability by identifying and addressing underperformance. The role also serves as an escalation point for specific cases and drives cross-selling of products and solutions within the region.
Responsibilities
Plan regional sales and business growth with the Zonal Sales Manager
Meet stated sales targets considering local variances and competitive dynamics
Take joint approval decisions with the Risk counterpart as per the approval matrix
Partner with Risk, Operations, and Sales Governance teams to ensure portfolio health
Support business profitability by identifying and addressing underperformance
Adopt and propose process improvements
Capitalize on channel optimization opportunities
Serve as a point of escalation for specific cases and exception handling
Support the removal of bottlenecks at the regional level
Drive cross-selling across ABHFL and ABFSG products and solutions in the region
Work with ZSM-ABHFL on devising the regional business strategy and operations plan
Ensure cascade of strategy and plans to the team for effective execution and alignment
Ensure branch planning and operations (resourcing, productivity, compliance, etc.) in line with regional strategy
Provide inputs for effective sales incentive and payout scheme design
Track industry and market developments, scanning the market and its competitive offerings periodically
Report on and direct team's basis emerging trends and business opportunities
Work with the Construction Finance Team on building business volumes
Identify business growth opportunities at a regional level
Drive expansion and new customer acquisition strategies (identifying potential prospect hubs, advising on channel mix, etc.)
Plan and drive efforts towards achieving stated business targets, intervening as required on critical or complex transactions
Communicate regional objectives and allocate targets to team members appropriately
Track cases in the complaint tracker and escalations received, liaising with relevant stakeholders for satisfactory closure
Deploy efforts and initiatives in consultation with ZSMABHFL, arising from customer satisfaction surveys and NPS
Design and deploy relevant solutions and schemes to drive sales and enhance profitability
Millions of jobs, with real people getting hired every day
200,000+
New jobs added daily
7,000,000+
Verified job listings
1,000,000+
Tailored applications submitted
Proactively manage key account relationships in the region, across customers, distributors, and major distributors
Analyze and review periodic regional MIS reports for disbursements, profitability, NPAs, market expansion, etc.
Communicate MIS reports to ZSM - ABHFL and down the line
Drive adoption of efficient business processes and operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
Manage distribution in the region across developers, DSAs, Arrangers, IPCs, Connectors, direct teams, and corporate channels
Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions
Drive a high-performance culture by reinforcing focus on sales growth objectives, effective client engagement, monitoring sales operations and productivity metrics, and providing support and guidance
Drive the implementation of improved processes and best practices to enhance operational effectiveness, productivity, and overall business impact
Drive activities and initiatives in the team as per the Cross-Selling strategy agreed with ZSM-ABHFL
Drive alignment to the adopted Cross-Selling strategy by supporting teams with requisite communications, training, and guidance
Guide and develop team members to facilitate better client engagement, customer acquisition, and more efficient business operations
Help team members achieve superior performance standards via regular reviews and joint visits
Nominate teams for relevant technical and behavioral trainings and seminars
Work on self-development initiatives
Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination and alignment
Conduct and ensure relevant engagement and training programs to develop teams and ensure motivation and retention of key talent
Work with the Risk, Operations, and Sales Governance teams' counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms
Support the risk and review process in the region through robust appraisals as part of the credit approval process
Review the loan sanctioning, disbursement process, and documentation to ensure controlled operations
Review financial risk via analysis of regional operations MIS and Data Analytics reports
Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations, and Sales Governance teams, and proactive communication and guidance
Drive timely PDD closures and collections
Review reports on client accounts and business performance as part of Relationship Maintenance with institutional customers
Liaise with Risk while guiding the team on delinquency cases
Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses
Review and report systematic MIS on NPAs and credit trends
Proactively identify risks to maintain portfolio quality and liaise with customers, risk team, and other internal stakeholders
Requirements
Business acumen
Strong team management and communication skills
Execution skills
Product-market understanding
Operations integration and controlling skills
Postgraduate degree
Minimum 8-10 years of total sales experience in the Banking or NBFC space
At least 5-6 years of recent experience in HFC sales
Important Details
Team: 3-4 Area Sales Managers
About the Company
Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital Limited, is registered with the National Housing Bank as a housing finance company. It offers a complete range of housing finance solutions including home loans, home improvement and construction loans, balance transfer and top-up loans, loans against property, and construction finance. The company acquired its license on July 9, 2014, and has aggressive growth plans, aiming to grow 5X (40,000 Cr) in the next 5 years to be within the top 5 percentile of HFCs in the country. ABHFL's Sales organization works with retail, institutional, and builder customer segments, with a major share of business from retail customers.
