Senior Sales Manager - Retail Home Loans

Overview

This role is responsible for developing and executing the sales strategy for Area Sales Managers to drive business growth in the retail home loan segment, particularly through Ultratech channels such as depots, dealers, and business solution dealers. The position involves identifying new locations and micro markets for low-ticket and informal home loans while managing a team of Senior and junior Relationship Officers.

Key Responsibilities

• Create and implement branch sales plans aligned with regional targets considering local market conditions and competition.
• Manage end-to-end branch operations including sourcing, governance, productivity, and channel management.
• Identify and pursue new customer acquisition opportunities to build a robust loan portfolio.
• Maintain high loan conversion rates, ensure credit quality, and adhere to compliance standards.
• Drive cross-selling of Aditya Birla Housing Finance and Group products as per zonal strategies.
• Lead operational efficiency initiatives spanning sourcing, approval, servicing, and collections processes.
• Provide escalation support for complex cases and manage grievance resolution to maintain customer satisfaction.
• Guide and mentor the sales team, facilitating training and growth to enhance performance standards.
• Partner closely with Risk, Operations, and Sales Governance teams to ensure portfolio health and risk mitigation.

Challenges

• Establish a competitive sales footprint as a growing brand against established players.
• Adapt sales strategies in response to local market dynamics and competitor actions.
• Ensure compliance with sales regulations despite market pressures.
• Maintain high asset quality and minimize risk of NPAs through effective portfolio management.

About the Organization

Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital, is a National Housing Bank registered housing finance company offering a comprehensive suite of home loans and related products. With an aggressive growth plan targeting a fivefold increase within five years, ABHFL focuses on diverse customer segments including salaried and self-employed borrowers in the retail housing segment.

Education and Experience

The ideal candidate will have a postgraduate degree and 6 to 8 years of sales experience within the banking or NBFC sector, with at least 3 to 4 years specifically in housing finance company sales.