Job Summary

The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and Sales Goverce teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes crossselling of ABHFL and ABFC products/ solutions as per branch level objectives.

Job Context & Major Challenges

Job Context/ Job Challenges: Organizational Context

Part of the Aditya Birla Capital Limited, Aditya Birla Housing Fice Limited (ABHFL) is registered with the National Housing Bank as a housing fice company under the National Housing Bank Act, 1987. The company offers a complete range of housing fice solutions such as home loans, home improvement and home construction loans, balance transfer and topup loans, loans against property and construction fice. The company acquired its license on and has aggressive growth plans. Job Context

Providing housing fice (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Fice (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predomitly 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.

Annexure I : ABG Job Description Template

HayGroup

Job Description Template 2011

3) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business / Unit / Function / Department / Section

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 significant to gain competitive advantage.

The Sales Manager (DSA) ABHFL is responsible for achieving sales targets through the DSA channel, as agreed with the ASMABHFL, in terms of targeted book size, growth & customer service objectives.

Key Challenges: To build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitor offerings/ terms, existing relationships, mutually beneficial propositions, etc.

To upgrade ficial & operational know how on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health and profitability

To drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets

To ensure credit quality, effective portfolio selection/ prescreening, and work closely with Risk team members to minimize potential NPAs while driving sales and maintaining DSA relationships

To ensure compliant sales operations at all times, despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

Critical skill sets required to meet these challenges include commercial acumen, team management and communication, product/market awareness, and execution skills.

Education & experience required to fulfil this profile are a graduate with minimum 6 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 4 yrs experience should be in HFC sales with good exposure to DSA channel.

Key Result Areas (KRA) & Accountabilities KRA1: Sales Planning & DSA Management

- Define and execute a plan for target achievement in conjunction with ASMABHFL, considering competitive forces and local trends
- Scan the local market and competitor offerings on a periodic basis, and work closely with DSA network to tweak efforts accordingly
- Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives
- Provide data for and compile periodic MIS reports for disbursements, profitability, DSA performance, NPAs, market expansion, etc.; also use insights to provide DSA partners feedback proactively

KRA2:



Customer Acquisition/ Engagement
- Identify local business growth opportunities, and refine DSA engagements accordingly
- Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and customer satisfaction
- Communicate with inprocess prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals
- Deploy schemes to drive DSA engagement, sales and profitability, ensuring dual focus on sales expansion and cost optimization

KRA3: Operational Effectiveness
- Monitor and ensure effective business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
- Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations
- Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce)
- Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact

KRA4: CrossSelling across ABFSG products
- Drive DSA partner efforts as per CrossSelling strategy agreed with ASMABHFL, interfacing with end customers/ prospects as required

KRA5: Self Development and Internal Stakeholder Management
- Stay up to date on market developments, DSA engagement practices/ innovations, negotiation and relationship building skills for enhanced customer acquisition and engagement efforts through the DSA channel
- Attend relevant technical and behavioral trainings/ seminars and work on selfdevelopment initiatives
- Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets

KRA6: Portfolio & Risk Management
- Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms
- Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks
- Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality

Disclaimer : This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

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