Sales Manager - DSA

Job Description

• 1) Job Purpose: Write the purpose for which the job exists (in 2-3 lines) (Max 1325 Characters)
• The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives byinterfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and SalesGovernance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes crossselling of ABHFL and ABFC products/ solutions as per branch level objectives.
• 2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.
• Business Workforce Number
• Unit Workforce Number
• Function Workforce Number
• Department Workforce Number
• Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/Markets/ Customers or any other parameter
• Organizational ContextKey Aspects: Part of the Aditya Birla Capital Limited, Aditya Birla Housing Finance Limited (ABHFL) is registered with the National HousingBank as a housing finance company under the National Housing Bank Act, 1987. The company offers a complete range ofhousing finance solutions such as home loans, home improvement and home construction loans, balance transfer and topuploans, loans against property and construction finance. The company acquired its license on 9th July 2014 and hasaggressive growth plans. ABHFL has grown at a steady rate 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 segments like Affordable and selfemployedborrowers, given the high potential in these segments. Despite increased focus by banks, HFCs have been able tomaintain their share in the mortgage market. and is poised for rapid growth and plans to grow 5X (40,000 Cr) in the next 5years. This shall take ABHFL within the top 5 percentile of HFCs in the country. 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 shareof the business coming from retail customers. Client segments can also be divided into Salaried and Self-employed, with bothof these having very different preferences and needs.Job ContextKey Aspects: Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting andConstruction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its variousservice offerings. Additionally, being predominantly retail driven, the business is characterized by high volume of loantransactions and customer relationships. As a result, ABHFL business performance is strongly impacted by people, processand organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customerrelationship management and risk management.`Annexure I : ABG Job Description Template`HayGroupJob Description Template 20113) Job Context & Major Challenges: Write the specific aspects of the job that provide a challenge (internal and external) to thejobholder in the context of the Business/Unit/Function/Department/Section While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key businessobjectives. 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 anefficient manner ensuring process, statutory and regulatory compliance at all times, are key for building businessperformance and sustainability. For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationshipmanagement and customized solution fitment, while ensuring compliance at all times, are important to gain competitiveadvantage. The Sales Manager (DSA) ABHFL is responsible for achieving sales targets through the DSA channel, as agreed with theASMABHFL, in terms of targeted book size, growth & customer service objectives.Key Challenges To build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitorofferings/ terms, existing relationships, mutually beneficial propositions, etc. To upgrade financial & operational know how on industry dynamics, effective negotiation and relationship building, andefficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health andprofitability 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 minimizepotential NPAs while driving sales and maintaining DSA relationships To ensure compliant sales operations at all times, despite sales pressures and market cyclesEnabling 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 6 - 7 yrs of total sales experience in theBanking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel.
• 4) Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)- Maximum 10 KRAs can be updated
• Sales Planning & DSA Management Define and execute a plan for target achievement inconjunction with ASMABHFL, considering competitiveforces and local trends Scan the local market and competitor offerings on aperiodic basis, and work closely with DSA network to tweakefforts accordingly Constantly review DSA network for effectiveness and driveoperational efficiencies to ensure active DSA relationshipsare working optimally to achieve business objectives Provide data for and compile periodic MIS reports fordisbursements, profitability, DSA performance, NPAs,market expansion, etc.; also use insights to provide DSApartners feedback proactively
• Customer Acquisition/ Engagement Identify local business growth opportunities, and refine DSAengagements accordingly Work closely with DSA partners on identified prospects forrelationship origination by deploying a partnership mindsetand sharing product characteristics and USPs effectively todrive favorable closure and customer satisfaction Communicate with in-process prospects and DSA partnersto ensure clarity on transaction status and proactively drivefor operational compliance to ensure timely approvals Deploy schemes to drive DSA engagement, sales andprofitability, ensuring dual focus on sales expansion andcost optimization
• Operational Effectiveness Monitor and ensure efficient business processes/operations across the Customer Lifecycle (Sourcing,Approval, Servicing, Collections) Work with team for adequate focus on differentdistribution channels, interfacing with seniorstakeholders as required for smooth operations Drive process efficiencies and faster TATs throughinterfacing with stakeholders across processes andfunctions (Risk, Operations, Sales Governance) Drive the implementation of improved processes andbest practices in order to enhance operationaleffectiveness, productivity and overall business impact
• Cross-Selling across ABFSG products Drive DSA partner efforts as per Cross-Selling strategyagreed with ASMABHFL, interfacing with end customers/prospects as required
• Self Development and Internal Stakeholder Management Stay up to date on market developments, DSA engagementpractices/ innovations, negotiation and relationship buildingskills for enhanced customer acquisition and engagementefforts through the DSA channel Attend relevant technical and behavioral trainings/ seminarsand work on self-development initiatives Coordinate with internal stakeholders for smoothoperations and alignment towards achievement of targets
• Portfolio & Risk Management Work with the Risk, Operations and Sales Governance 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 risksCompile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality
• 5) Job Purpose of Direct Reports: Describe the job purpose of the direct report/s to the job (in 2-3 lines for each report)
• NO Direct Reports
• Relationship Type (Max 80 Characters)FrequencyNature (Max 1325 Characters)
• Internal
• Area HeadSales GovernanceRisk functionHR functionOperations functionIT function DailyWeekly/ Need BasedWeekly/ On-goingNeed Based/ Process DrivenWeeklyNeed Based Business MIS, review on new market development, progress on target achievement, escalationsEnsuring sales compliance; payout/ incentive design-execution, channel, team on-boarding, etc.Client servicing issues, TAT reviews, NPA managementPerformance Reviews, TrainingProposal logging, evaluation and approval; NPA managementBack-end/ systems support
• External
• DSA NetworkExisting and Prospective customersExternal Forums & Networking platforms Daily/ On-goingFortnightly/ Need BasedHalf-yearly Engagement for lead generation, targeted efforts, prospectconversion, etc.CRM for relationship management and understanding needs for customized solutionsGrow relationships in the market, scan trends/ dynamics & build awareness
• 7) Organizational Relationships: Provide the structure for a level above and below the position for which this job description is written. Use position titles in the structured and indicate all the reports of the position.
Zonal SalesManagerSales Manager -DSA

Keyskills :
housing financehome loanssaleshousing loandirect salessecured financingbanking sales