Senior 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

Job Context/Job Challenges

Part 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.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 2015The 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. Providing housing finance (to buyers),Loan against Property,Commercial Property Purchase,Lease Rental Discounting and Construction Finance 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 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 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

To 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.To drive regional performance, overcoming competitive pressures to grow market share and create book of desired size.To stay up to date on the latest market and sector trends, identifying opportunities/ challenges for the regional business to capitalize on/ prepare for, and provide relevant inputs to the ZH as well.To ensure credit quality and effective portfolio selection/ pre screening thereby minimizing potential NPAs.To ensure team motivation and engagement in a high pressure work environment and a competitive talent market

Enabling Skill Sets & Qualifications

Critical skill sets required to meet these challenges include business acumen, strong team management and communication, execution skills, product-market understanding, and operations integration & controlling skills.Education & experience required to fulfil this profile are a postgraduate with minimum 8-10 yrs of total sales experience in the Banking/NBFC space, of which at least recent 506 yrs experience should be in HFC sales.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Regional Sales Strategy Work with ZH (Sales) - ABHFL on devising the regional business strategy and operations plan, considering product-environmental factors, competitive forces and sector-specific trends

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

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

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

Track 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

Work 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 Identify 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

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

Communicate regional objectives and allocate targets to team members appropriately

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

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

Design 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.)

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

Analyze 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

KRA3 Operational Effectiveness Drive adoption of efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections)

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

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

Drive 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

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

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

KRA5 Team and Internal Stakeholder Management Guide 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.

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

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

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

KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Governance teams counterparts to ensure mutual alignment on and adherence to risk management and control mechanisms

Support 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

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

Drive 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

As 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

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

Review 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