Job Context/Job Challenges:

Organizational Context

Key Aspects:

Part of ABHFL is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The business provides housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and topup loans, loans against property and construction finance. ABHFL has shown growth and continues to focus on retail and institutional segments, with a large share of business coming from retail customers.

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 service offerings. Being predominantly retail driven, the business handles a high volume of loan transactions and customer relationships. Performance depends on people, processes and organizational efficiencies, alongside product/solution quality, channel and customer relationship management and risk management.

For retail customers, identifying and acting on relevant needs for target demographics and customer segments 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.

The Sales Manager (Direct) ABHFL is responsible for achieving sales targets through direct channels, as agreed with the ASMABHFL, in terms of targeted book size, growth and customer service objectives. Enabling 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, productmarket awareness,



and execution skills.

Education experience required to fulfil this profile are a graduate with minimum 5 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 2 3 yrs experience should be in HFC sales.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Sales Planning Management

- Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team
- Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challenges
- Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc. ) to ensure the same
- Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts
- Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization
- Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc. and communicate to ASM ABHFL as well as to team members

KRA2 Customer Acquisition/ Engagement

- Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination
- Work closely with team members, handholding critical/ complex transactions to ensure favorable closure with customer satisfaction
- Intervene where required to manage customer complaints/ grievances effectively,



and escalate to ASM ABHFL as necessary to secure customer relationship

KRA3 Operational Effectiveness

- Monitor and ensure productive 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 team efforts as per CrossSelling strategy agreed with ASM ABHFL
- Drive alignment to the adopted CrossSelling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required

KRA5 Team and Internal Stakeholder Management

- Guide and develop team members for enhanced customer acquisition and engagement efforts, and handhold as required
- Nominate teams for 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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