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.
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 Sales Manager (Direct) – ABHFL is responsible for achieving sales targets through direct channels, as agreed with the ASM-ABHFL, in terms of targeted book size, growth & customer service objectives.
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
To drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets
To ensure credit quality, effective portfolio selection/ pre-screening, and work closely with Risk team members to minimize potential NPAs while driving sales
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 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
KRA2 Customer Acquisition/ Engagement
KRA3 Operational Effectiveness
KRA4 Cross-Selling across ABFSG products
KRA5 Team and Internal Stakeholder Management
KRA6 Portfolio & Risk Management
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