Sm Direct - Cbe | Retail (Coimbatore)

1 Job Purpose Write the purpose for which the job exists in 2-3 lines 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 ABC products solutions as per branch level objectives and client requirements 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 2-3 RO SRO Other Quantitative and Important Parameters for the job Budgets Volumes No of Products Geography Markets Customers or any other parameter 3 Job Context Major Challenges Write the specific aspects of the job that provide a challenge internal and external to the jobholder in the context of the Business Unit Function Department Section Organizational Context Key Aspects Part of the Aditya Birla Capital Limited 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 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 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 is poised for rapid growth and plans to grow 5X 40 000 Cr in the next 5 years 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 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 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 Sales Manager Direct - ABHFL is responsible for achieving sales targets through direct channels as agreed with the ASM-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 .