Regional Sales Manager - Prime Segment at Aditya Birla Housing Finance Limited, Lucknow

Job Purpose

This position entails planning and driving regional sales and business expansion in coordination with the Zonal Sales Manager. It involves meeting specific targets while adapting strategies to local market dynamics and competitive conditions. The role requires joint approval decision-making with the Risk team, collaborating closely with Risk, Operations, and Sales Governance departments to maintain portfolio health. This position also supports business profitability by addressing underperformance, proposing operational enhancements, exploiting channel optimization opportunities, and resolving escalations at the regional level. Additionally, it promotes cross-selling of ABHFL and ABFSG products based on regional plans and client needs.

Organizational Context and Challenges

Aditya Birla Housing Finance Limited (ABHFL) is a National Housing Bank-registered housing finance company offering comprehensive home loan products, including home improvement, construction, balance transfers, top-ups, loans against property, and construction finance. Since acquisition of its license in 2014, ABHFL aims for aggressive growth across diverse customer segments primarily through a retail-focused strategy characterized by a high volume of loan transactions and customer interactions. Success depends on people, processes, operational efficiency, product quality, channel management, and risk controls.

The Regional Sales Manager will execute regional sales strategies aligned with the Zonal Sales Manager to achieve book size, profitability, growth, and customer service goals through business development, client engagement, and team mobilization.

Key Responsibilities

• Collaborate with the Zonal Sales Manager to develop regional sales strategies considering market conditions and competition.
• Communicate and cascade these strategies to the team and ensure branch operations align with the plan.
• Provide insights for incentive scheme design, track market trends, and support business volume growth in construction finance.
• Drive regional business expansion, establish new client acquisition efforts, allocate targets, and monitor complaint resolution.
• Analyze regional sales metrics including disbursements, profitability, and NPAs, and provide feedback to leadership.
• Promote implementation of efficient business processes across customer lifecycle stages including sourcing, approval, servicing, and collections.
• Manage distribution networks including developers, DSAs, arrangers, and corporate channels.
• Foster a high-performance sales culture, emphasizing client engagement and productivity measurement.
• Lead cross-selling initiatives aligned with company strategy and support team training and communications in this area.
• Coach and develop team members to enhance client engagement, acquisition, and operational efficiency.
• Maintain strong internal stakeholder relationships for seamless cross-functional collaboration.
• Partner with Risk and Operations teams to uphold risk management policies, review credit approvals, and ensure operational compliance.
• Analyze financial risk and portfolio reports, facilitating timely issue resolution and credit quality maintenance.
• Guide the team on early alert strategies to minimize NPAs and monitor credit trends via systematic MIS reporting.

Qualifications and Experience

A postgraduate degree is required with 8-10 years of total sales experience within Banking or NBFC sectors. At least 5-6 years of recent experience must be in housing finance sales.

Job Challenges

• Devising and implementing regional sales strategies amid new brand challenges and a competitive market.
• Growing and managing market share and loan book size despite competitive pressures.
• Keeping abreast of market trends to capitalize on opportunities and address challenges.
• Driving efficient loan conversion processes ensuring robust sourcing and utilization.
• Ensuring compliance in regional sales operations throughout market cycles and sales pressures.
• Maintaining credit quality to minimize NPAs through effective portfolio management and risk control.
• Motivating and retaining sales team members in a competitive talent environment.