Regional Sales Manager - Housing Finance (West Bengal)

About the Role

This position entails developing and implementing regional sales strategies collaboratively with the Zonal Sales Manager to meet defined targets, while considering local market differences and competition. It involves joint decision-making with Risk teams according to approval guidelines and close coordination with Risk, Operations, and Sales Governance groups to maintain the health of the loan portfolio. This role actively addresses underperformance, proposes process enhancements, and leverages channel optimization to boost business profitability. It serves as a regional escalation point for exceptions and seeks to remove operational obstacles. Additionally, it promotes cross-selling of products and solutions between ABHFL and ABFSG aligned with zonal plans and customer needs.

Company Context and Challenges

Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital Limited, is registered with the National Housing Bank and offers a full suite of housing finance products including home loans, home improvement loans, balance transfers, loans against property, and construction financing. Since licensing on July 9, 2014, the company has aggressive growth plans. The business largely targets retail customers with high transaction volumes and diverse client relationships, which require attention to people, process efficiencies, and risk management to maintain profitability and minimize delinquencies.

The role also addresses unique challenges like maintaining competitive pricing amid high funding costs and tailoring solutions for retail and institutional customers through efficient processes and compliance adherence. The Regional Sales Manager (RSM) is accountable for regional sales performance, aligning with the Zonal Sales Manager's strategy to achieve business growth, loan book size targets, profitability, and customer satisfaction.

Key Responsibilities

• Collaborate on crafting and executing regional sales and operational strategies informed by product dynamics, competition, and market trends.
• Effectively cascade plans to teams to ensure alignment and execution, including branch planning and staffing.
• Monitor and report on industry developments to inform strategies and opportunity identification.
• Drive customer acquisition and growth initiatives, hitting business targets and managing critical transactions.
• Allocate targets across team members and oversee complaint resolution through coordination with stakeholders.
• Implement customer feedback-driven initiatives to improve satisfaction and Net Promoter Scores.
• Develop and deploy cost-effective and sales-oriented solutions, optimizing product mix and channel strategies.
• Maintain strong key account relationships with customers and distributors within the region.
• Analyze regional performance reports covering disbursements, profitability, and market expansion, sharing insights with leadership.
• Enhance operational effectiveness by driving process improvements across the customer lifecycle, including sourcing, approval, servicing, and collections.
• Manage diverse distribution channels including developers, agents, and corporate teams.
• Promote a high-performance culture emphasizing sales growth, client engagement, and operational productivity.
• Lead cross-selling efforts of ABFSG products, ensuring team alignment through training and communication.
• Coach and develop team members to improve client service, acquisition, and operational efficiency through continuous feedback and training.
• Build and sustain relationships with internal stakeholders to facilitate cross-functional collaboration.
• Maintain portfolio and risk quality by working closely with Risk, Operations, and Sales Governance teams, ensuring adherence to credit policies and mitigating NPAs.
• Monitor loan sanction and disbursement processes to uphold compliance and control.
• Support early alert mechanisms and delinquency management to minimize credit risk.
• Provide regular reporting on non-performing assets and credit trends, coordinating risk mitigation efforts.

Skills and Qualifications

The ideal candidate will possess strong business acumen, team leadership abilities, exceptional communication, rigorous execution skills, sound understanding of housing finance products and markets, and a knack for integrating operational and risk controls effectively.