Sales Manager - Direct

Job Purpose

The purpose of this job is to plan Cluster Sales Manager / Sales Manager and business growth with the Lead (UBS) and meet stated targets considering local variances and competitive dynamics. Create and manage Home Loan sales at respective region to develop new relationships by originating leads from and manage Ultratech Channels like (Ultratech Depots, Dealers, and Ultratech Business Solution Dealers) through SRO/RO. To identify and develop new locations, micro market for Informal and small ticket Home Loan. To develop and manage a team of Senior Relationship Officers and Relationship Officers across the area mapped to develop business: The product portfolio includes Home Loan. This role takes joint approval decisions with Risk counterpart as per approval matrix, and partners with Risk, Operations and Sales Goverce teams to ensure portfolio health. It supports business profitability by identifying and addressing underperformance, adopting/ proposing process improvements, capitalizing on channel optimization opportunities, etc. It serves as a point of escalation for specific cases/ exception handling and supports the removal of bottlenecks at the regional level. It also drives crossselling across ABHFL and ABFSG products/ solutions in the region as per agreed zonal plans and unique client requirements.

Job Context Major Challenges

Job Context/ Job Challenges: Organizational Context Key Aspects: The UBS vertical provides longterm Home Loan by originating leads through UltraTech Channels and Open Market customers for Small ticket Home Loan and Informal Lending. 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 CSM / Sales Manager ABHFL is responsible for achieving sales targets through direct channels, as agreed with the Regional Sales Manager 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/ prescreening, 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 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

KRA1 Sales Planning Management

• Work with Regional Sales Manager 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 RSM 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 RSM 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 RSM 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.