Senior Sales Manager - Direct Sales Channel - Hyderabad

Overview

This role involves spearheading sales activities through direct channels such as builders, connectors, brokers, and referrals, aligned with branch objectives. The Senior Sales Manager will lead and support the Sales Officer team to meet sales targets and maintain strong client relationships. Coordination with Risk, Operations, and Sales Governance teams is crucial for ensuring compliance and efficient sales operations while safeguarding portfolio health. The role also entails driving cross-selling initiatives across Aditya Birla Housing Finance Limited (ABHFL) and Aditya Birla Financial Services Group (ABFSG) product lines per branch goals and client needs.

Organizational Context

ABHFL is a part of ABFSG, registered with the National Housing Bank as a housing finance company offering diverse housing finance products, including home loans, home improvement loans, balance transfer, top-up loans, loans against property, and construction finance. Established in 2014, ABHFL operates in India’s Rs. 11.4 trillion housing finance sector, which has grown at a 17% CAGR over the past three years with a strong focus on asset quality.

The sales organization targets three customer segments: retail individual clients, institutional customers, and builders. The majority of business revenue arises from retail customers comprising salaried and self-employed segments, each with distinct requirements.

Role Context

ABHFL offers a wide range of lending solutions, primarily driven by high-volume retail loan transactions and customer relationships. Profitability alongside growth and delinquency minimization is key. The role demands understanding diverse customer needs and ensuring compliance with regulatory frameworks is maintained.

Key Challenges

• Assigning sales targets based on competitive landscape, relationships, and new opportunities.
• Enhancing operational and financial knowledge within the team for better negotiation and relationship management.
• Driving loan sanction and utilization rates with a healthy sourcing funnel.
• Working with risk teams to maintain credit quality and minimize NPAs.
• Ensuring consistent compliance despite market fluctuations and sales pressure.

Job Responsibilities

• Plan and manage sales operations in conjunction with Area Head (Sales) targeting growth and customer satisfaction.
• Analyze market trends and provide guidance to the sales team on opportunities and threats.
• Track target performance and implement proactive sales interventions to ensure objectives are met.
• Communicate goals, role expectations, and product features to the team to improve sales effectiveness.
• Deploy sales schemes balancing expansion and cost-efficiency.
• Compile and share MIS reports on disbursements, profitability, NPAs, and market growth with leadership and team.
• Identify growth opportunities and guide acquisitions, managing complex customer interactions as needed.
• Handle customer grievances and escalate issues to maintain strong client relations.
• Ensure operational efficiency across customer lifecycle stages by collaborating with relevant stakeholders.
• Promote best practices and process improvements to enhance productivity and business impact.
• Drive cross-selling strategies within the team, including training and client engagement support.
• Mentor and develop team capabilities and facilitate participation in technical and soft skills development programs.
• Coordinate with internal stakeholders for smooth operations and target alignment.
• Monitor risk and compliance through active collaboration with Risk, Operations, and Sales Governance teams.
• Educate the team on early-alert protocols to reduce non-performing assets risks and maintain credit discipline.
• Maintain systematic and accurate credit quality reports and data analytics.

Qualifications and Experience

The candidate must hold a graduate degree with a minimum of 5 to 7 years in sales within the Banking or NBFC sector, including at least 2 to 3 years of recent experience specifically in housing finance company sales.