Regional Sales Manager - Prime - Lucknow

Role summary

This position is responsible for steering regional sales and business expansion in coordination with the Zonal Sales Manager. The role focuses on achieving assigned targets while accounting for local market conditions and competitive pressures. It also involves shared approval decisions with the Risk team as per the approval matrix, and close collaboration with Risk, Operations, and Sales Governance to protect portfolio quality.

In addition to driving profitability, the role is expected to identify underperformance, recommend process improvements, and use channel optimization opportunities to strengthen business outcomes. It also acts as an escalation point for special cases and exception handling, helping clear operational roadblocks at the regional level. A further priority is cross-selling ABHFL and ABFSG products and solutions in line with zonal plans and customer-specific needs.

Organization context

Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital Limited, is registered with the National Housing Bank under the National Housing Bank Act, 1987. The company provides a wide set of housing finance offerings, including home loans, home improvement and construction loans, balance transfer and top-up loans, loans against property, and construction finance. It received its license on 9 July 2014 and is pursuing aggressive growth.

ABHFL serves multiple customer segments through housing finance, loans against property, commercial property purchase, lease rental discounting, and construction finance for builders. Because the business is largely retail-led and high-volume, overall performance depends heavily on people effectiveness, process discipline, operational efficiency, customer relationship management, channel performance, product quality, and risk control.

Key challenges

• Create and execute a regional or state sales plan with the Zonal Sales Manager, factoring in state-level realities and the challenges of building a new brand in a crowded market.
• Grow regional market share and book size despite strong competition.
• Stay current on market and industry trends, spot opportunities and risks early, and share relevant inputs with the Zonal Head.
• Maintain strong loan conversion, sanction, and utilization ratios while building a healthy sourcing funnel to meet targets.
• Continuously strengthen the financial and operational capability of self and team, including negotiation, relationship management, and efficient loan processing.
• Keep regional sales compliant even during aggressive sales cycles and changing market conditions.
• Maintain sound credit quality and pre-screening to reduce NPA risk.
• Keep the team motivated and engaged in a demanding, competitive environment.

Core responsibilities

• Build the regional business strategy and operating plan with the Zonal Sales Manager, considering product, market, competition, and sector trends.
• Translate the strategy into clear action for the team and ensure execution alignment across the region.
• Plan branch resourcing, productivity, and compliance in line with regional priorities.
• Contribute inputs for sales incentive and payout design, keeping state-level practices and business conditions in mind.
• Track market developments regularly and share trend-based insights and business opportunities with leadership.
• Work with the Construction Finance team to grow volumes until a dedicated team is established.
• Identify regional growth opportunities, including prospect hubs and channel mix, to support the desired book size.
• Push business targets forward and intervene in complex or critical transactions where needed.
• Communicate regional goals and distribute targets appropriately across the team.
• Monitor complaint and escalation trackers, coordinating with stakeholders to close cases satisfactorily.
• Act on customer satisfaction and NPS findings by implementing region-specific improvement measures.
• Design and deploy sales and profitability initiatives that balance growth with cost efficiency, channel optimization, productivity, and budget discipline.
• Manage key accounts across customers, distributors, and major distribution partners.
• Review periodic MIS on disbursements, profitability, NPAs, and market expansion, and communicate findings up and down the line.
• Promote efficient business processes across the customer lifecycle, including sourcing, approval, servicing, and collections.
• Oversee regional distribution across developers, DSAs, arrangers, IPCs, connectors, direct teams, and corporate channels.
• Improve turnaround time and process efficiency by working closely with Risk, Operations, and Sales Governance teams.
• Build a performance-driven culture by tracking sales productivity and client engagement, while giving regular support and guidance.
• Implement better processes and best practices to strengthen operational output and business impact.
• Drive cross-selling activity in line with the agreed ABFSG cross-sell strategy.
• Support teams with communication, training, and guidance to ensure cross-sell alignment.
• Develop team capability through reviews, joint visits, mentoring, and performance coaching.
• Nominate team members for technical and behavioral development programs and pursue self-development as well.
• Maintain strong internal relationships to ensure smooth coordination across functions.
• Run engagement and training initiatives that support motivation and retention of key talent.
• Coordinate with Risk, Operations, and Sales Governance counterparts to maintain strong control mechanisms and aligned risk practices.
• Support the regional credit approval process through robust appraisal and review of sanction, disbursement, and documentation controls.
• Evaluate financial risk using regional MIS and data analytics reports.
• Ensure compliant sales operations and healthy portfolio management, including timely PDD closures and collections.
• Review institutional customer account reports and business performance data, and work with Risk on delinquency-related matters.
• Train the team on early alert practices to reduce NPA and loss exposure.
• Monitor NPA and credit trends through MIS and proactively flag emerging risks to protect portfolio quality.

Requirements

• A postgraduate qualification is required.
• The candidate should bring 8 to 10 years of total sales experience in Banking or NBFC environments.
• Of the total experience, the most recent 5 to 6 years should be in HFC sales.
• Strong business understanding, team leadership, communication, execution, and operational integration skills are essential.
• The role calls for solid product-market awareness and the ability to work effectively with risk and operations stakeholders.

Additional information

The role is based in Lucknow, Uttar Pradesh, India, and is a full-time on-site position. The business context includes a high-volume retail lending environment where regional performance is influenced by process efficiency, customer relationships, channel management, and risk control.

This position also supports exception handling, bottleneck removal, and coordination across multiple internal teams to ensure business continuity and portfolio health. The job requires ongoing attention to compliance, productivity, and customer experience while balancing growth and profitability.