Area Sales Manager - Informal - Hyderabad

Job Overview

This role focuses on strategizing and driving sales growth within a defined area (city or branch) in collaboration with the Regional Head of Sales. The Area Sales Manager is responsible for meeting set targets through the sales team while strictly adhering to established sales processes and guidelines. Collaborative decision-making with the Risk department according to the approval matrix is essential, alongside working closely with Risk, Operations, and Sales Governance teams to maintain a healthy portfolio. Key priorities include enhancing business profitability by addressing team underperformance, optimizing processes, leveraging channel opportunities, and managing bottlenecks. The role also emphasizes cross-selling various financial products and solutions offered by Aditya Birla Housing Finance Limited (ABHFL) and the broader Aditya Birla Financial Service Group (ABFSG).

Organizational Context and Market Position

ABHFL is part of the Aditya Birla Financial Service Group and operates under the National Housing Bank Act, offering comprehensive housing finance solutions including home loans, property loans, balance transfers, construction finance, and more. Since licensing in 2014, the company has targeted aggressive growth within the Rs. 11.4 trillion Indian housing finance sector, which has expanded at a 17% CAGR over recent years. The housing finance market is competitive, dominated by a few large players yet with emerging niche entrants in affordable housing and self-employed borrower segments. ABHFL serves diverse customer bases classified mainly as retail consumers, institutional clients, and builders, with further segmentation into salaried and self-employed individuals, each with specific needs.

Job Context and Challenges

The role requires managing a variety of credit products to diverse customer segments, necessitating efficient handling of high volumes of loan transactions and customer relationships. Performance drivers include people management, operational efficiency, product quality, channel management, and risk control, with profitability and minimized asset delinquency being prime objectives. Challenges include competing against established brands, crafting localized sales plans, improving financial and operational knowledge for self and team, and balancing sales target achievement with portfolio quality and compliance. Emphasis is also placed on developing a strong funnel for loan sourcing, ensuring high conversion and minimizing non-performing assets.

Key Responsibilities

• Collaborate with the Regional Head of Sales to devise branch-specific sales plans considering competitive landscape, customer behavior, and market trends.
• Continuously monitor market developments and competitor activities to identify growth opportunities.
• Oversee branch operations including sourcing effectiveness, governance adherence, productivity, and channel management.
• Generate and analyze detailed MIS reports on disbursements, profitability, NPAs, and expansion progress to inform strategic decisions.
• Drive customer acquisition and engagement strategies, including managing complex deals and ensuring high customer satisfaction.
• Communicate clear sales targets, product insights, and expectations to the sales team to enhance performance.
• Address customer grievances and act as an escalation point to resolve issues, particularly for key accounts.
• Implement process improvements across the customer lifecycle to boost efficiency and reduce turnaround times.
• Liaise with cross-functional teams (Risk, Operations, Governance) to ensure smooth business operations and compliance.
• Promote cross-selling of ABHFL and ABFSG products aligned with regional requirements and client needs.

Required Skills and Experience

• Demonstrated business and commercial acumen with a strong understanding of the housing finance industry.
• Proven ability in team leadership, communication, and execution of sales strategies.
• In-depth knowledge of relevant financial products and market dynamics.
• Experience working in operations integration and governance to ensure compliant sales processes.
• Minimum 6 to 8 years of overall sales experience in Banking or Non-Banking Financial Companies (NBFC), including at least 3 to 4 years specializing in housing finance company (HFC) sales.
• Postgraduate education preferred.

Additional Details

• This full-time position is based in Telangana, India, requiring onsite presence.
• No specific information on salary, notice period, or openings has been provided.