Sales Manager - Direct

About the Role

This position is responsible for orchestrating sales activities through direct channels such as builders, connectors, brokers, and references aligned with branch objectives. It involves leading and supporting the sales officer team to meet targets and manage client relationships effectively. Coordination with Risk, Operations, and Sales Governance teams ensures compliant and efficient sales processes while maintaining portfolio health. Additionally, this role drives cross-selling initiatives across various ABHFL and ABC products based on branch goals and customer needs.

Job Context and Challenges

The ABHFL Sales organization serves three primary customer segments: retail individuals, institutional clients, and builders, with retail customers forming the majority. These customers are further segmented into salaried and self-employed groups, each with distinct requirements. The business provides housing finance, loan against property, commercial property purchases, lease rental discounting, and construction finance. Its performance depends heavily on people, processes, organizational efficiency, product quality, channel management, customer relationships, and risk mitigation. Key business objectives include expanding the loan book, maximizing profitability, minimizing delinquency, and balancing funding costs against competitive loan rates.

Success relies on understanding and fulfilling the needs of diverse customer demographics while ensuring compliance with all statutory and regulatory requirements. In the institutional and builder segments, delivering tailored solutions through proactive relationship management is critical for gaining an edge in the market.

Key Responsibilities

• Plan and execute sales operations with the ASM-ABHFL, assigning targets to team members by analyzing local market conditions including competition and prospect availability.
• Keep abreast of market and competitor activities to identify growth opportunities and guide the team accordingly.
• Monitor sales progress regularly and take proactive measures to ensure target achievement.
• Communicate sales goals and clarify role expectations and product features to enhance sales effectiveness.
• Implement sales schemes that balance business growth with cost efficiency.
• Prepare and submit periodic MIS reports covering disbursements, profitability, NPAs, and market expansion metrics.
• Identify business growth opportunities locally and support customer acquisition, managing complex transactions personally when needed to ensure customer satisfaction.
• Address and escalate customer complaints or grievances effectively to maintain positive client relationships.
• Oversee business processes spanning sourcing, approval, servicing, and collections, ensuring efficiency across the customer lifecycle.
• Engage with various distribution channels and senior stakeholders to smooth operational workflows.
• Drive process improvements and enforce best practices to boost productivity and business impact.
• Lead cross-selling efforts across ABFSG products, ensuring team alignment through training and client engagement.
• Mentor and guide team members for improved customer acquisition, encouraging participation in technical and behavioral training programs.
• Collaborate with internal departments such as Risk, Operations, and Sales Governance to uphold risk management and compliance standards.
• Train the team proactively on early alert practices to mitigate risk and reduce NPAs.
• Maintain accurate MIS reporting on NPAs and credit trends, and analyze factors affecting portfolio quality.

Required Skills and Qualifications

• Commercial acumen combined with strong team leadership and communication abilities.
• Deep understanding of product-market dynamics and execution capabilities.
• Graduate degree with 5 to 7 years of overall sales experience in banking or NBFC sectors, including 2 to 3 years focused on housing finance corporation sales.