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 ABFSG products/ solutions as per branch level objectives and client requirements.
Job Context & Major Challenges
Job Context: /Job Challenges:
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.
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
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 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
KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination
KRA3 Operational Effectiveness Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations
KRA4 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, and hand-hold as required