Area Sales Manager - Housing Finance

Overview

This role involves managing direct sales operations for housing finance products through channels like builders, brokers, and references. The Area Sales Manager leads and supports the Sales Officer team to achieve targets, maintain client relationships, and ensure business processes comply with regulations. Coordination with Risk, Operations, and Sales Governance teams is critical to maintaining portfolio health and operational efficiency. The role also focuses on cross-selling ABHFL and Aditya Birla Capital products according to branch objectives and customer requirements.

Company Context

Aditya Birla Housing Finance Limited (ABHFL), under Aditya Birla Capital Limited, is a National Housing Bank-registered housing finance company offering a wide range of housing-related loans. Founded in July 2014, ABHFL aims for rapid expansion with consistent asset quality. It caters to diverse segments including affordable and self-employed borrowers and aims to manage profitability, high-volume loan transactions, and compliance across its retail-driven business.

Key Responsibilities

• Develop sales plans aligned with branch targets and local market conditions.
• Assign sales targets to team members considering competition and client prospects.
• Provide guidance on market developments and competitive landscape to the sales team.
• Monitor and intervene in sales activities to ensure target achievement.
• Support customer acquisition through nurturing relationships with DSAs and clients.
• Ensure efficiency in customer lifecycle processes including sourcing, approval, servicing, and collections.
• Collaborate with various internal teams to uplift operational effectiveness and maintain compliance.
• Lead team efforts in cross-selling ABHFL and broader Aditya Birla Financial Services Group products.
• Mentor and train team members to enhance their product knowledge and sales skills.
• Supervise portfolio risk management and enforce early alert practices to reduce NPAs.
• Generate and analyze reports related to disbursements, profitability, NPAs and market expansion.

Requirements

• Graduate degree with 5 to 7 years of sales experience in Banking/NBFC sectors.
• At least 2 to 3 recent years of experience specifically in housing finance company (HFC) sales.
• Strong commercial understanding, team leadership capability, and communication skills.
• Good knowledge of financial products, housing finance market dynamics, and sales execution.
• Ability to manage compliance and regulatory standards rigorously.

Additional Information

• The role requires managing sales targets with a focus on loan book growth, customer service, profitability, and asset quality.
• Must navigate challenges posed by market competition, cost of funding, and customer segmentation.
• Work closely with internal and external stakeholders to ensure smooth and compliant sales operations.