Senior Sales Manager - Home Loans - Hyderabad

Overview

This position is aimed at driving business growth in the home loan segment by managing and developing a team of Senior Relationship Officers and Relationship Officers. The role involves collaborating with Ultratech channels to generate leads and build new customer relationships, focusing on informal and small ticket home loans. Close coordination with risk, operations, and sales governance teams to ensure compliance and approval processes is critical.

Company and Business Context

Aditya Birla Housing Finance Limited (ABHFL) is a subsidiary of Aditya Birla Capital, registered under the National Housing Bank Act, 1987, offering a full range of housing finance products. ABHFL has experienced steady growth with strong asset quality and has ambitious plans to scale to a 40,000 crore loan book within five years, targeting the top 5% of HFCs nationally. The sales organization targets retail, institutional, and builder customer segments, with distinctive focus on salaried and self-employed individuals.

Role Context and Challenges

The Home Loan sales vertical sources leads through Ultratech channels and open markets, mainly focusing on small ticket and informal lending. The business is retail-driven, high volume, and dependent on efficient processes, product quality, channel management, and risk mitigation. Cost of fund management impacts profitability and loan competitiveness. This role demands efficient identification and fulfillment of customer needs, while maintaining compliance and strong relationship management.

Key Responsibilities

• Plan and manage sales operations in coordination with the Regional Sales Manager, accounting for local market and competitor dynamics.
• Continuously monitor local market and competitor activity to identify and capitalize on sales opportunities.
• Track and ensure team achievement of sales targets, intervening with direct sales efforts as needed.
• Communicate clear goals, product benefits, and performance expectations to the sales team.
• Implement schemes to boost sales growth and profitability while controlling costs.
• Prepare and share regular MIS reports on sales performance, profitability, NPAs, and market expansion.
• Drive customer acquisition and engagement by guiding and supporting team efforts and personally managing complex transactions.
• Manage resolution of customer complaints and escalate as necessary to maintain strong relationships.
• Ensure operational efficiency throughout the customer lifecycle including sourcing, approval, servicing and collections.
• Coordinate with stakeholders across departments to improve process efficiency and reduce turnaround times.
• Lead cross-selling initiatives across ABFSG products following agreed strategies.
• Develop and mentor team members through training and behavioral development initiatives.
• Liaise with risk, operations, and governance teams to enforce risk policies and reduce NPA risks.
• Maintain accurate MIS reporting on portfolio quality, NPAs, and credit trends.

Additional Information

The role requires balancing sales growth with risk mitigation and operational excellence. The manager must foster strong internal collaboration to ensure smooth operations and compliance in an evolving competitive landscape.