Area Sales Manager - Affordable Housing Finance - Jaipur

Job Overview

This role is focused on planning and executing sales strategies within a designated area (city/branch) alongside the Regional Sales Head, aiming to meet specified targets through team coordination while strictly adhering to sales policies and guidelines. It includes collaborative decision-making with Risk teams following the approval framework, and coordination with Risk, Operations, and Sales Governance functions to maintain portfolio health and profitability. The position demands proactive management of underperformance, process enhancements, and channel optimization, alongside direct intervention in complex or exceptional cases to support team members. Driving cross-selling initiatives across the company's housing finance and financial services products as per regional requirements is also key.

Challenges and Context

The position operates within a retail-dominant housing finance segment offering loans to buyers and builders, including housing finance, loan against property, commercial property loans, lease rental discounting, and construction financing. Success is contingent on people management, process efficiency, product quality, channel development, customer relationships, and strong risk control to ensure loan book growth with profitability and minimized delinquency. Competitive pressure and funding costs affect pricing and margins.

Identifying customer needs and maintaining compliance are essential for sustainable growth. Institutional builders require tailored relationship management and customized financial solutions to secure market advantage. The manager oversees sales target achievement related to book growth, profitability, and customer service metrics.

Key Responsibilities

• Collaborate with Regional Head to develop and cascade actionable area-specific sales plans considering market conditions and local competition.
• Monitor industry and local market trends regularly, evaluating competitor activities and business opportunities.
• Supervise end-to-end branch operations including sourcing, governance, channel management, and productivity metrics.
• Lead customer acquisition and engagement efforts by identifying growth opportunities, guiding the sales team through complex deals, and managing customer grievances effectively.
• Implement approved sales initiatives and strategies to boost both sales volume and profitability while managing costs.
• Drive operational efficiency by refining processes across sourcing, approvals, servicing, and collections, working closely with cross-functional stakeholders.
• Coach and develop the sales team for enhanced performance, facilitating training and skill development initiatives.
• Manage relationships and coordination with internal departments to facilitate smooth operations and risk management.
• Ensure compliance with credit policies and risk controls, overseeing loan sanctioning, disbursement, documentation processes, and delinquency management.
• Analyze portfolio performance, risk indicators, and market data to proactively address potential NPAs and maintain asset quality.

Required Qualifications and Skills

• Postgraduate degree with 6-8 years total sales experience, at least 3-4 years specifically in housing finance sales within banks or NBFCs.
• Strong commercial acumen, team leadership, and effective communication skills.
• Expertise in financial products related to housing finance and loan servicing.
• Ability to manage operations, ensure compliance, and integrate cross-functional processes.
• Customer-focused approach with strong negotiation and relationship management capabilities.

Additional Information

This is a full-time, onsite position based in Jaipur, Rajasthan. The candidate will be responsible for achieving business growth and profitability targets while maintaining high standards of customer service and operational discipline.