SALES MANAGER – INFORMAL

Aditya Birla Group

Designation: Manager

Location: Andhra Pradesh, India
Organization: Financial Services

Job Description:
JOB PURPOSE
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 Governance teams to ensure compliant and efficient sales operations, and portfolio health. It also drives and executes cross-selling across ABHFL and ABC products/ solutions as per branch level objectives and client requirements.

JOB CONTEXT & MAJOR CHALLENGES
Organizational Context
Key Aspects:
Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National Housing Bank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range of housing finance solutions such as home loans, home improvement and home construction loans, balance transfer and top-up loans, loans against property and construction finance. The company acquired its license on 9th 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 segments like Affordable and self-employed 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 tie-ups and construction finance), 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 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.
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.
Key Challenges
To assign sales targets to team members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc., and ensure achievement of set targets
To 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

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 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.

 

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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, hand-holding 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 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 Governance)
Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact
KRA4
Cross-Selling across ABFSG products
Drive team efforts as per Cross-Selling strategy agreed with ASM ABHFL
Drive alignment to the adopted Cross-Selling 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 hand-hold 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 Governance 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

Qualifications:
Graduate

Minimum Experience Level:
2-5 Years

Report to:
Manager

About us
We are Big In Your Life. A journey like no other. Offering innovative products and services, reaching out to millions globally, adding value and adding purpose. As a global industrial powerhouse, we impact millions of lives daily. A global conglomerate, Aditya Birla Group is in the League of Fortune 500, anchored by an extraordinary force of over 187,000 employees belonging to 100 nationalities across 41 countries. We are Big In Your Life through a myriad of offerings, from aluminium beverage cans to construction materials, fashion wear, tyres and plastics, voice and data services, and much more. Our seven decade-long growth journey is underpinned by our philosophy of responsible business practices and stakeholder value creation. Today, Aditya Birla Group businesses are global powerhouses across sectors such as metals, pulp and fibre, chemicals, textiles, carbon black, telecom and cement. Our overseas operations across North America and South America, Europe, Africa and Asia account for 50% of the Group’s revenues. We are an employer of choice and were named the ‘AON Best Employer in India’ for 2018 – the third time in the last seven years. Beyond business We transcend the conventional boundaries of business because we care. For over 50 years now, the Aditya Birla Group has engaged in impactful, welfare-driven activities in India and globally. Aditya Birla Group works in 9,000 villages, reaching out to 11 million people annually.

To apply for this job please visit careers.adityabirla.com.

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