Senior Sales Manager - Direct Channel - Jayanagar

Overview

The Senior Sales Manager for Direct Channel at Aditya Birla Capital is tasked with executing sales strategies through direct channels such as builders, connectors, brokers, and references, aligning with branch plans and objectives. This role includes leading and supporting the Sales Officer team to meet sales targets, managing client relationships and ensuring efficient and compliant sales operations along with portfolio health. Coordination with departments like Risk, Operations, and Sales Governance is essential for smooth operations. Additionally, the role involves driving cross-selling of products from both Aditya Birla Housing Finance Limited (ABHFL) and Aditya Birla Financial Services Group (ABFSG) based on branch targets and client needs.

Organizational Context

Part of the Aditya Birla Financial Service Group, ABHFL operates under the National Housing Bank Act since 2014, providing comprehensive housing finance products including home loans, balance transfers, loans against property, and construction finance. It serves a diverse set of customer segments including retail individual customers, institutional clients, and builders, with the retail segment constituting the primary revenue source. The market boasts strong growth and solid asset quality despite complex operational environments. The sales organization addresses the distinct needs of salaried and self-employed customers.

Key Responsibilities

• Plan and manage sales activities delegating appropriate targets to team members while considering competitive dynamics and market opportunities.
• Continuously monitor and intervene in sales activities to achieve targets through proactive efforts like lead generation and personal references.
• Maintain strong customer acquisition and engagement by managing complex transactions, addressing grievances, and ensuring customer satisfaction.
• Monitor and improve operational efficiency across the customer lifecycle including sourcing, approvals, servicing, and collections by collaborating with internal stakeholders.
• Lead and support cross-selling initiatives across ABFSG product offerings by facilitating team training and client alignment.
• Develop and guide the sales team through training and mentorship programs to enhance performance.
• Ensure compliance with risk management policies and work closely with Risk, Operations, and Sales Governance to uphold portfolio quality and minimize NPAs.
• Provide detailed MIS reports on disbursements, profitability, credit trends, and NPAs to senior management and team members regularly.

Qualifications & Experience

Candidates should possess a graduate degree and have between 5 to 7 years of sales experience in the Banking or NBFC sector, with a minimum of 2 to 3 years specifically in housing finance sales.

Job Challenges

• Assign sales targets effectively under competitive and local market influences.
• Enhance both personal and team expertise in industry knowledge, negotiation, relationship management, and loan processing.
• Drive loan conversion rates and maintain a healthy pipeline of sourced opportunities.
• Protect portfolio health through diligent credit screening and cooperation with risk teams to minimize delinquencies.
• Balance sales growth ambitions with strict adherence to compliance and regulatory requirements.