Key Aspects:

- 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 9 th July 2014 and has aggressive growth plans

- ABHFL has grown at a steady rate 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 segment like affordable housing and selfemployed 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 is poised for rapid growth and plans to grow 5X (40, 000 Cr) in the next 5 years

This shall take ABHFL within the top 5 percentile of HFCs in the country

- 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 tieups and construction fice), with a major share of the business coming from retail customers

Client segments can also be divided into Salaried and Selfemployed, with both of these having very different preferences and needs

Job Context

Key Aspects:

- 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

- 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 ASM ABHFL is responsible for achieving sales targets as agreed with the RSMABHFL, in terms of targeted book size, profitability, growth customer service objectives

Key Challenges

- 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
- To grow market share as a new brand against established competition, overcoming competitive pressures to create book of desired size for the branch/ city
- To constantly upgrade ficial 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 loan conversion/ sanction/ utilization percentages are high and an appropriate sourcing funnel is built to meet targets
- To ensure credit quality and effective portfolio selection/ prescreening thereby minimizing potential NPAs
- 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 business and commercial acumen, team management and communication, execution skills, productmarket understanding, and operations integration controlling skills

- Education experience required to fulfil this profile are a postgraduate with minimum 6 8 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 4 yrs experience should be in HFC sales

4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4 7 key result areas)

Key Result Areas

Supporting Actions

Branch Sales Planning Management

- Work with RSMABHFL on devising the branch sales plan and team approach for achieving targets, considering productenvironmental factors, competitive forces and local trends, and cascade the same to the branch team(s)
- Track industry and market developments, scanning the local market and competitive offerings on a periodic basis
- Oversee end to end branch operations and performance, covering all aspects such as sourcing, effectiveness, goverce, productivity, channel management, etc
- Report on and direct team s basis emerging trends and opportunities
- Manage daytoday branch operations and administration
- Provide data for, compile and review periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc and communicate to RSM ABHFL as well as to team members

Customer Acquisition/ Engagement

- Identify local business growth opportunities, drive expansion and new customer acquisition initiatives to create a book of targeted size
- Work closely with team members, handholding critical/ complex transactions to ensure favorable closure with customer satisfaction
- Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
- Track cases in the complaint tracker/ escalations received, liaising with relevant stakeholders as required to drive satisfactory closure




- Deploy efforts/ initiatives in consultation with RSMABHFL, arising from customer satisfaction survey and resulting NPS (Net Promoter Score), targeting identified focus areas
- 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

Operational Effectiveness

- To drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)
- Manage local distribution across channels, interfacing with senior/ critical partners/ stakeholders as required for smooth operations
- Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce) and efficient operations
- 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

CrossSelling across ABC products

- Drive activities and initiatives in the team as per crossselling strategy agreed with RSM ABHFL
- Drive alignment to the adopted CrossSelling strategy by supporting team members with requisite communications, training, guidance, etc as required

Team and Internal Stakeholder Management

- Guide and develop team members for enhanced customer acquisition and engagement efforts, helping them achieve superior performance standards and handholding where required
- Nominate teams for relevant technical and behavioral trainings/ seminars and work on selfdevelopment initiatives
- Proactively liaise with internal stakeholders for smooth crossfunctional coordination and alignment towards achievement of business objectives

Portfolio Risk Management

- Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms
- Support risk and review process through the credit approval process and by reviewing the loan sanctioning, disbursement process and documentation to ensure controlled operations
- Review ficial risk via analysis of city/ branch operations MIS and Data Analytics reports
- Drive compliant Sales Operations and sound risk management via partnership with Risk, Operations and Sales Goverce teams, and necessary communication and guidance; drive timely PDD closures and collections
- As part of Relationship Maintece 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
- Ensure systematic MIS on NPAs and credit trends, providing inputs on possible risks that could impact 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.

📌 Senior Area Sales Manager (Mumbai)
🏢 Aditya Birla Insulators
📍 Mumbai