Job Purpose Job Purpose Description Job Context Major Challenges Job Context Key Aspects 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 While unit of sizing up the business is its loan book size profitability and minimized delinquency are also key business objectives Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients 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 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 The RSM ABHFL is responsible for driving regional sales operations in line with the strategy devised and agreed with the ZSMABHFL to achieve targeted book size profitability growth customer service objectives via requisite business development client engagement and team mobilization initiatives Key Challenges To co-create a regional state sales strategy in consultation with the ZSM-ABHFL that takes into account state-specific realities and challenges associated with being a new brand in a cluttered marketplace To drive regional performance overcoming competitive pressures to grow market share and create book of desired size To stay up to date on the latest market and sector trends identifying opportunities challenges for the regional business to capitalize on prepare for and provide relevant inputs to the ZH as well To ensure loan conversion sanction utilization percentages are high and an appropriate sourcing funnel is built to meet targets To constantly upgrade financial operational know how of self and team members on industry dynamics effective negotiation and relationship building and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability To ensure compliant regional sales operations at all times despite sales pressures and market cycles To ensure credit quality and effective portfolio selection pre-screening thereby minimizing potential NPAs To ensure team motivation and engagement in a high pressure work environment and a competitive talent market Enabling Skill Sets Qualifications Critical skill sets required to meet these challenges include business acumen strong team management and communication execution skills product-market understanding and operations integration controlling skills Education experience required to fulfil this profile are a postgraduate with minimum 8 - 10 yrs of total sales experience in the Banking NBFC space of which at least recent 5 - 6 yrs experience should be in HFC sales Key Result Areas KRA Accountabilities Max 1325 Characters Supporting Actions Max 1325 Characters KRA1 Regional Sales Strategy Work with ZSM-ABHFL on devising the regional business strategy and operations plan considering product-environmental factors competitive forces and sector-specific trends Ensure cascade of strategy and plans to the team down the line for effective execution and alignment Ensure branch planning and operations resourcing productivity compliance etc in line with regional strategy Provide inputs for effective sales incentive payout scheme design considering state level factors business practices norms etc KRA2 Business Growth Customer Acquisition Engagement Communicate regional objectives and allocate targets to team members appropriately Track cases in the complaint tracker escalations received liaising with relevant stakeholders as required to drive satisfactory closure Deploy efforts initiatives in consultation with ZSMABHFL arising from customer satisfaction survey and resulting NPS Net Promoter Score targeting identified focus areas Design and deploy relevant solutions and schemes to drive sales and enhance profitability ensuring dual focus on sales expansion product mix channel expansion etc as well as cost optimization product optimization channel optimization budget adherence team productivity etc Proactively manage key account relationships in the region across customers distributors and major distributors Analyze and review periodic regional MIS reports for disbursements profitability NPAs market expansion etc and communicate to ZSM - ABHFL as well as down the line KRA3 Operational Effectiveness Drive adoption of efficient business processes operations across the Customer Lifecycle Sourcing Approval Servicing Collections Manage distribution in the region across developers DSAs Arrangers IPCs Connectors and through direct teams corporate channels Drive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions Risk Operations Sales Governance and efficient operations Drive a high-performance culture by reinforcing focus on sales growth objectives effective client engagement monitoring sales operations and productivity metrics and providing support and guidance as required KRA4 Cross-Selling across ABFSG products Drive activities and initiatives in the team as per Cross-Selling strategy agreed with ZSM- ABHFL Drive alignment to the adopted Cross-Selling strategy by supporting teams down the line with requisite communications training guidance etc as required KRA5 Team and Internal Stakeholder Management Guide and develop team members to facilitate better client engagement customer acquisition and more effective business operations helping them achieve superior performance standards via regular reviews joint visits etc Nominate teams for relevant technical and behavioral trainings seminars and work on self-development initiatives Proactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives Conduct ensure relevant engagement and training programs to develop teams and ensure motivation and retention of key talent KRA6 Portfolio Risk Management Work with the Risk Operations and Sales Governance teams counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms Support risk and review process in the region through robust appraisals as part of the credit approval process and by reviewing the loan sanctioning disbursement process and documentation to ensure controlled operations Review financial risk via analysis of regional operations MIS and Data Analytics reports Drive compliant Sales Operations and sound risk management via partnership with Risk Operations and Sales Governance teams and proactive communication and guidance drive timely PDD closures and collections As part of Relationship Maintenance with institutional customers review reports on client accounts business performance etc and liaise with Risk while guiding team on delinquency cases Train and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses Review and report systematic MIS on NPAs and credit trends and proactively identify risks to maintain portfolio quality and liaise with customers risk team and other internal stakeholders as required Minimum Experience Level 8 - 12 years Job Qualifications Other Degree

📌 Regional Sales Manager (Maharashtra)
🏢 Aditya Birla Group
📍 Maharashtra