Sales Manager - Retail Home Loans at Aditya Birla Capital, Indore

Overview

This role is focused on driving the growth and management of the Home Loan sales vertical within the Indore region by partnering with UltraTech channels including depots, dealers, and business solution dealers. The Sales Manager will lead a team of Senior and Relationship Officers to expand the customer base, develop new micro-market opportunities particularly for informal and small-ticket home loans, and ensure the profitability and health of the sales portfolio.

Responsibilities

• Plan and execute area sales strategies in collaboration with the lead and regional teams, accounting for local competitive and market factors to achieve targets.
• Develop new client relationships and leverage channel partnerships to generate leads and sales opportunities.
• Manage and mentor a sales team to meet branch and regional business objectives.
• Ensure adherence to credit quality standards and compliance, maintaining minimal non-performing assets through vigilant portfolio management.
• Handle escalations and exception cases promptly to remove bottlenecks and maintain smooth operations.
• Drive cross-selling of ABHFL and Aditya Birla Financial Services Group products aligned with zonal business plans.
• Oversee branch operations including sourcing, governance, productivity, channel management, and MIS reporting.
• Collaborate with Risk, Operations, and Sales Governance teams for risk management and process improvements.
• Promote customer satisfaction initiatives by addressing grievances and leveraging feedback such as Net Promoter Score.
• Lead process efficiency drives and ensure speedy turnaround times across loan lifecycle stages.
• Support team development by facilitating appropriate training and performance coaching.

Required Qualifications & Experience

• Postgraduate degree with 6-8 years of total sales experience in Banking or NBFC sectors.
• At least 3-4 years dedicated experience in Housing Finance Company (HFC) sales.

Job Context & Challenges

The role operates within Aditya Birla Housing Finance Limited, a registered housing finance company offering diverse home loan products with a strategic vision to quintuple its portfolio to Rs. 40,000 crores in 5 years. The Sales Manager must navigate a competitive landscape dominated by large groups, while fostering growth in emerging segments like small ticket home loans and self-employed borrowers.

Key challenges include creating effective sales plans reflecting local nuances, achieving high loan conversion rates, ensuring credit quality to mitigate NPAs, complying with regulatory sales practices, and maintaining profitable business operations.