AB Housing Finance Limited Area Sales Manager - Retail - Coimbatore Location RS Puram Coimbatore Tamil Nadu Job Purpose The purpose of this job is to plan area city branch sales and business growth with the Regional Head Sales and achieve set targets through the team while complying with sales processes and guidelines at all times It takes joint approval decisions with Risk counterpart as per approval matrix and works with Risk Operations and Sales Governance teams to ensure portfolio health It works to support business profitability by addressing underperformance adopting process improvements capitalizing on channel optimization opportunities etc It intervenes as required in specific cases exceptions and helps address bottlenecks for the achievement of sales targets hand-holding team members on complex cases It also drives cross-selling across ABHFL and ABFSG products solutions as per regional plans and unique client requirements Job Context Major Challenges Organizational Context Key Aspects o Part of the Aditya Birla Financial Service Group ABFSG Aditya Birla Housing Finance Limited ABHFL is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act 1987 The company offers a complete range of housing finance solutions such as home loans home improvement and home construction loans balance transfer and top-up loans loans against property and construction finance The company acquired its license on 9th July 2014 and has aggressive growth plans o ABHFL operates in the Rs 11 4 trillion Indian Housing Finance market which has grown at a steady rate of 17 CAGR over the last 3 years while reporting good asset quality despite challenges in the operating environment While the industry is dominated by five large groups there has been an emergence of newer entrants in niche segments like affordable housing and self-employed borrowers given the high potential in these segments Despite increased focus by banks HFCs have been able to maintain their share in the mortgage market and has remained stable at 37 as on December 2015 o The ABHFL Sales organization works broadly with 3 customer segments - retail individual customers institutional customers for retail and institutional loan consumers and builders for both retail tie-ups and construction finance with a major share of the business coming from retail customers Client segments can also be divided into Salaried and Self employed with both of these having very different preferences and needs Job Context Key Aspects o Providing housing finance to buyers Loan against Property Commercial Property Purchase Lease Rental Discounting and Construction Finance to builders solutions ABHFL caters to a diverse range of customer segments through its various service offerings Additionally being predominantly retail driven the business is characterized by high volume of loan transactions and customer relationships As a result ABHFL business performance is strongly impacted by people process and organizational efficiencies alongside core business drivers such as product solution quality channel and customer relationship management and risk management o While unit of sizing up the business is its loan book size profitability and minimized delinquency are also key business objectives o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients o For retail customers identifying and acting on relevant needs for target demographics customer segments etc in an efficient manner ensuring process statutory and regulatory compliance at all times are key for building business performance and sustainability o For institutional builder customers understanding and addressing complex business requirements via proactive relationship management and customized solution fitment while ensuring compliance at all times are important to gain competitive advantage in this segment o The AH Sales - ABHFL is responsible for achieving sales targets as agreed with the RH Sales - ABHFL in terms of targeted book size profitability growth customer service objectives Key Challenges o To create a sales operating plan with the team considering local factors impacting business such as competitor presence existing relationships recent prospect opportunities etc aimed at achieving sales targets Key Result Areas KRA Accountabilities Max 1325 Characters Supporting Actions Max 1325 Characters KRA1 Branch Sales Planning Management o Work with RH Sales - ABHFL on devising the branch sales plan and team approach for achieving targets considering product-environmental factors competitive forces and local trends and cascade the same to the branch team s o Track industry and market developments scanning the local market and competitive offerings on a periodic basis o Oversee end to end branch operations and KRA2 performance covering all aspects such as sourcing effectiveness governance productivity channel management etc o Report on and direct teams basis emerging trends and opportunities o Manage day-to-day branch operations and administration Provide data for compile and review periodic MIS reports for disbursements profitability NPAs market expansion etc and communicate to RH Sales - ABHFL as well as to team members KRA3 Customer Acquisition Engagement o Identify local business growth opportunities drive expansion and new customer acquisition initiatives to create a book of targeted size o Work closely with team members hand-holding critical complex transactions to ensure favourable closure with customer satisfaction o Communicate sales targets and provide team members clarity on business goals role expectations product characteristics and USPs to enhance effectiveness of sales efforts o Track cases in the complaint tracker escalations received liaising with relevant stakeholders as required to drive satisfactory closure KRA4 o Deploy efforts initiatives in consultation with RH Sales - ABHFL arising from customer satisfaction survey and resulting NPS Net Promoter Score targeting identified focus areas o Propose and deploy approved solutions and schemes to drive sales and enhance profitability ensuring dual focus on sales expansion and cost optimization Serve as a point of escalation and manage customer complaints grievances effectively intervening especially for key relationships KRA5 Operational Effectiveness o To drive adoption of efficient business processes operations across the Customer Lifecycle Sourcing Approval Servicing Collections o Manage local distribution across channels interfacing with senior critical partners stakeholders as required for smooth operations o Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions Risk Operations Sales Governance and efficient operations o Drive high performance by reinforcing focus on business and sales growth objectives effective client engagement monitoring sales operations and productivity metrics and providing support and guidance as required Drive the implementation of improved processes and best practices in order to enhance operational effectiveness productivity and overall business impact KRA6 Team and Internal Stakeholder Management o Guide and develop team members for enhanced customer acquisition and engagement efforts helping them achieve superior performance standards and hand-holding where required o Nominate teams for relevant technical and behavioral trainings seminars and work on self development initiatives Proactively liaise with internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives Minimum Experience Level 8 - 14 years Job Qualifications Bachelor of Business Admin

📌 Area Sales Manager - Retail - Coimbatore (Tamil Nadu)
🏢 Aditya Birla Group
📍 Tamil Nadu