Job Summary

The purpose of this job is to execute sales operations through the Direct channel (builders, connectors, brokers, references, etc.) in line with branch plan and objectives, leading and supporting the Sales Officer team in achieving targets and managing client relationships. 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 across ABHFL and ABFSG products/ solutions as per branch level objectives and client requirements.

Job Context

Job Context Challenges:Part of the Aditya Birla Ficial Service Group (ABFSG), 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.

ABHFL operates in the trillion Indian Housing Fice 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 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 has remained stable at ~37% as on December 2015.

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 Self employed, 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 significant to gain competitive advantage in this segment.

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

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)

KRA1: Sales Planning & Management

- Work with AH (Sales) ABHFL 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 AH (Sales) 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 favourable closure with customer satisfaction
- Intervene where required to manage customer complaints/ grievances effectively, and escalate to AH (Sales) ABHFL as necessary to secure customer relationship

KRA3: Operational Effectiveness

- Monitor and ensure efficient 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 AH (Sales) 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 self development 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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