Sales Manager Dsa

Basic Details Fill the required information about business unit location position reports to position and date of updation of JD Business Aditya Birla Capital Limited Unit Aditya Birla Housing Finance Limited Location Poornata Position Number of the job Reports to Poornata Position Number Poornata Position Title of the job Sales Manager SM Reports to Poornata Position Title Area Sales Manager ASM Function Sales Reports to Function Sales Department Housing Finance Reports to Department Housing Finance Date of writing Updation of JD 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 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 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 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 The Sales Manager DSA - ABHFL is responsible for achieving sales targets through the DSA channel as agreed with the ASMABHFL 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 competitor offerings terms existing relationships mutually beneficial propositions etc To 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 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 minimize potential NPAs while driving sales and maintaining DSA relationships To ensure compliant sales operations at all times despite sales pressures and market cycles Enabling 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 the Banking 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 Key Result Areas Supporting Actions Sales Planning and DSA Management Define and execute a plan for target achievement in conjunction with ASMABHFL considering competitive forces and local trends Scan the local market and competitor offerings on a periodic basis and work closely with DSA network to tweak efforts accordingly Constantly review DSA network for effectiveness and drive operational efficiencies to ensure active DSA relationships are working optimally to achieve business objectives Provide data for and compile periodic MIS reports for disbursements profitability DSA performance NPAs market expansion etc also use insights to provide DSA partners feedback proactively Customer Acquisition Engagement Identify local business growth opportunities and refine DSA engagements accordingly Work closely with DSA partners on identified prospects for relationship origination by deploying a partnership mindset and sharing product characteristics and USPs effectively to drive favorable closure and customer satisfaction Communicate with in-process prospects and DSA partners to ensure clarity on transaction status and proactively drive for operational compliance to ensure timely approvals Deploy schemes to drive DSA engagement sales and profitability ensuring dual focus on sales expansion and cost optimization Operational Effectiveness Track and ensure efficient DSA business processes operations across the Customer Lifecycle Sourcing Approval Servicing Collections Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions Risk Operations Sales Governance Adopt improved processes and best practices in order to enhance operational effectiveness productivity and overall business contribution of DSAs for ABHFL Cross-Selling across ABC products Drive DSA partner efforts as per Cross-Selling strategy agreed with ASMABHFL interfacing with end customers prospects as required Self-Development and Internal Stakeholder Management Stay up to date on market developments DSA engagement practices innovations negotiation and relationship building skills for enhanced customer acquisition and engagement efforts through the DSA channel Attend relevant technical and behavioral trainings seminars and work on self-development initiatives Coordinate with internal stakeholders for smooth operations 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 Liaise proactively with DSA partners and end prospects customers for clarity on and adherence to risk management measures Compile 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 6 Relationships Describe the nature and purpose of most important contacts or relationship except superior team members with individuals departments organizations inside and outside of the organization that job is required to interact with in order to deliver the job objectives Relationship Type Frequency Nature Internal Area Head Sales Governance Risk function Operations function HR function IT function Daily Weekly Need Based Weekly On-going Weekly Need Based Process Driven Need Based Business MIS review on new market development progress on target achievement escalations Ensuring sales compliance payout incentive design-execution channel team on-boarding etc Proposal logging evaluation and approval NPA management Client servicing issues TAT reviews NPA management Performance Reviews Training Back-end systems support External DSA Network Existing and Prospective customers External Forums Networking platforms Daily On-going Fortnightly Need Based Half-yearly Engagement for lead generation targeted efforts prospect conversion etc CRM for relationship management and understanding needs for customized solutions Grow relationships in the market augment DSA network 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 SIGN-OFF Provide the name of the Manager and the jobholder Signature needed for the hard copy of the JD Hard copy to be maintained in the organizational record Job Holder Reports to - Manager Name Date of Entry Approval Minimum Experience Level 4 - 9 years Job Qualifications Graduate