Sales Manager- DSA

The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. 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 of ABHFL and ABFSG products/ solutions as per branch level objectives.

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.

oThe Sales Manager (DSA) ABHFL is responsible for achieving sales targets through the DSA channel as agreed with the AH (Sales) ABHFL in terms of targeted book size growth & customer service objectives.

Key Challenges

oTo build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitor offerings/ terms existing relationships mutually beneficial propositions etc.

oTo upgrade financial & operational know how on industry dynamics effective negotiation and relationship building and efficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health and profitability

oTo drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets

oTo ensure credit quality effective portfolio selection/ pre screening and work closely with Risk team members to minimize potential NPAs while driving sales and maintaining DSA relationships

oTo ensure compliant sales operations at all times despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

oCritical skill sets required to meet these challenges include commercial acumen team management and communication product-market awareness and execution skills.

oEducation & experience required to fulfil this profile are a graduate with minimum 6 - 7 yrs of total sales experience in the Banking/ NBFC space of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel

Required Experience:

Manager