Sales Manager - Retail at Aditya Birla Housing Finance Limited (ABHFL) - Indore

About Aditya Birla Housing Finance Limited (ABHFL)

ABHFL, a subsidiary of Aditya Birla Capital Limited, is a housing finance company registered with the National Housing Bank under the National Housing Bank Act, 1987. The company offers a wide range of housing finance solutions, including home loans, home construction and improvement loans, balance transfer and top-up loans, loans against property, and construction finance. Since its license acquisition in July 2014, ABHFL has been steadily expanding its operations with a strong focus on maintaining good asset quality.

ABHFL is targeting significant growth over the next five years, aiming to increase its loan book to 40,000 crore INR, which would position it in the top 5% of housing finance companies in India. The sales organization primarily serves three customer segments: retail individual customers, institutional clients, and builders. The bulk of the business comes from retail individual customers, which include salaried and self-employed borrowers, each with distinct financing needs.

Role Overview

The Sales Manager (Direct) role involves managing and achieving sales targets for the retail portfolio through direct channels as defined by the ASM-ABHFL. The position requires ensuring compliance with regulations and consistent customer service quality amidst sales pressures and market fluctuations.

Key Responsibilities

• Develop and execute sales plans aligning with organizational targets and local market conditions, coordinating closely with ASM-ABHFL.
• Monitor local market trends and competitor offerings, guiding the sales team to capitalize on opportunities and mitigate challenges.
• Track sales achievements vigilantly and intervene through personal sales efforts to meet targets.
• Communicate clear sales objectives and product information to team members to improve sales effectiveness.
• Implement sales schemes that balance growth and profitability.
• Prepare and share periodical MIS reports on disbursements, profitability, NPAs, and market expansion with management and the sales team.
• Identify growth opportunities, support customer acquisition and engagement, and directly handle complex transactions to ensure successful closures.
• Manage customer grievances promptly and escalate issues to ASM when needed to protect client relationships.
• Ensure operational efficiency throughout the customer lifecycle including sourcing, approval, servicing, and collections.
• Collaborate with internal teams across sales, risk, operations, and governance to improve processes and reduce turnaround times.
• Lead cross-selling initiatives in accordance with agreed strategies and provide training and guidance to the team.
• Mentor and develop the sales team for enhanced performance, recommending relevant training and coordinating with internal stakeholders to align efforts.
• Maintain portfolio quality by coordinating with risk and governance teams, conducting early risk alerts training, and managing MIS data related to NPAs and credit trends.

Qualifications and Experience

• Minimum graduate degree.
• At least 5 to 7 years of experience in sales within Banking or NBFC sectors.
• Minimum 2 to 3 years of recent experience specifically in Housing Finance Company (HFC) sales.

Skills and Competencies

• Strong commercial acumen.
• Effective team management and communication abilities.
• Good knowledge of product and market dynamics.
• Excellent execution and operational skills.