Regional Sales Manager Prime

Job Purpose

The purpose of this job is to plan regional sales and business growth with the Zonal Head (Sales) and meet stated targets considering local variances and competitive dynamics. This role takes joint approval decisions with Risk counterpart as per approval matrix and partners with Risk Operations and Sales Governance 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 cross-selling across ABHFL and ABFSG products / solutions in the region as per agreed zonal plans and unique client requirements.

Job Context & Major Challenges

Organizational Context

Key Aspects :

oPart of the Aditya Birla Financial Service Group (ABFSG) 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.

oABHFL operates in the Rs. 11.4 trillion Indian Housing Finance 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 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 has remained stable at 37% as on December 2015.

oThe 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 :

oProviding 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.

oWhile unit of sizing up the business is its loan book size profitability and minimized delinquency are also key business objectives.

oHigher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients

oFor retail customers identifying and acting on relevant needs for target demographics / customer segments / an efficient manner ensuring process statutory and regulatory compliance at all times are key for building business performance and sustainability.

oFor 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.

oThe RH (Sales) ABHFL is responsible for driving regional sales operations in line with the strategy devised and agreed with the ZH (Sales) ABHFL to achieve targeted book size profitability growth & customer service objectives via requisite business development client engagement and team mobilization initiatives.

Key Challenges

oTo co-create a regional / state sales strategy (in consultation with the ZH (Sales) ABHFL) that takes into account state-specific realities and challenges associated with being a new brand in a cluttered marketplace

oTo drive regional performance overcoming competitive pressures to grow market share and create book of desired size

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)

Supporting Actions (Max 1325 Characters)

KRA1

Regional Sales Strategy

oWork with ZH (Sales) - ABHFL on devising the regional business strategy and operations plan considering product-environmental factors competitive forces and sector-specific trends

oEnsure cascade of strategy and plans to the team down the line for effective execution and alignment

oEnsure branch planning and operations (resourcing productivity compliance etc.) in line with regional strategy

oProvide inputs for effective sales incentive / payout scheme design considering state level factors business practices / norms etc.

oTrack industry and market developments scanning the market and its competitive offerings on a periodic basis; report on and direct teams basis emerging trends and business opportunities

oWork with Construction Finance Team on building business volumes for the same till the time a dedicated team is instated

KRA2

Business Growth & Customer Acquisition / Engagement

oIdentify business growth opportunities at a regional level drive expansion and new customer acquisition strategies (identifying potential prospect hubs advising on channel mix etc.) to create a book of targeted size

oPlan and drive efforts towards achieving stated business targets intervening as required on critical / complex transactions

oCommunicate regional objectives and allocate targets to team members appropriately

oTrack cases in the complaint tracker / escalations received liaising with relevant stakeholders as required to drive satisfactory closure

KRA3

oDeploy efforts / initiatives in consultation with ZH (Sales) ABHFL arising from customer satisfaction survey and resulting NPS (Net Promoter Score) targeting identified focus areas

oDesign and deploy relevant solutions and schemes to drive sales and enhance profitability ensuring dual focus on sales expansion (product mix channel expansion etc.) as well as cost optimization (product optimization channel optimization budget adherence team productivity etc.)

oProactively manage key account relationships in the region across customers distributors and major distributors

oAnalyze and review periodic regional MIS reports for disbursements profitability NPAs market expansion etc. and communicate to ZH (Sales) - ABHFL as well as down the line

KRA4

Operational Effectiveness

oDrive adoption of efficient business processes / operations across the Customer Lifecycle (Sourcing Approval Servicing Collections)

oManage distribution in the region across developers DSAs Arrangers IPCs Connectors and through direct teams corporate channels

oDrive process efficiencies and faster TATs through strong relationships with stakeholders across processes and functions (Risk Operations Sales Governance) and efficient operations

oDrive a high-performance culture by reinforcing focus on sales growth objectives effective client engagement monitoring sales operations and productivity metrics and providing support and guidance as required

oDrive the implementation of improved processes and best practices in order to enhance operational effectiveness productivity and overall business impact

KRA5

Cross-Selling across ABFSG products

oDrive activities and initiatives in the team as per Cross-Selling strategy agreed with ZH (Sales) - ABHFL

oDrive alignment to the adopted Cross-Selling strategy by supporting teams down the line with requisite communications training guidance etc. as required

KRA6

Team and Internal Stakeholder Management

oGuide and develop team members to facilitate better client engagement customer acquisition and more efficient business operations helping them achieve superior performance standards via regular reviews joint visits etc.

oNominate teams for relevant technical and behavioral trainings / seminars and work on self development initiatives

oProactively build and maintain relationships with key internal stakeholders for smooth cross-functional coordination and alignment towards achievement of business objectives

oConduct / ensure relevant engagement and training programs to develop teams and ensure motivation and retention of key talent

KRA7

Portfolio & Risk Management

oWork with the Risk Operations and Sales Governance teams counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms

oSupport risk and review process in the region through robust appraisals as part of the credit approval process and by reviewing the loan sanctioning disbursement process and documentation to ensure controlled operations

oReview financial risk via analysis of regional operations MIS and Data Analytics reports

oDrive compliant Sales Operations and sound risk management via partnership with Risk Operations and Sales Governance teams and proactive communication and guidance; drive timely PDD closures and collections

oAs part of Relationship Maintenance with institutional customers review reports on client accounts business performance etc. and liaise with Risk while guiding team on delinquency cases

oTrain and guide the team for alignment with adopted early alert strategies to reduce NPA risks and losses

oReview and report systematic MIS on NPAs and credit trends and proactively identify risks to maintain portfolio quality and liaise with customers risk team and other internal stakeholders as required

Required Experience :

Manager

Key Skills

Sales Experience,Direct Sales,Management Experience,Territory Management,Hospice Care,Home Care,Salesforce,Outside Sales,Sales Management,CRM Software,Enterprise Sales,negotiation

Employment Type : Full Time

Experience : years

Vacancy : 1

Monthly Salary Salary : 1400000 - 2000000