Area Sales Head - SME EM

Overview

The role of Area Sales Head entails setting and driving the business goals for the branch and its geographical region in alignment with Aditya Birla Capital's mortgage division objectives. Responsibilities include managing the branch's profit and loss by overseeing contribution percentages, revenue, marketing activities, fees, direct sourcing, distribution payments, and risk-return factors. Strategic planning for achieving area-wise targets around product and channel distribution is crucial. The incumbent must ensure seamless sales operations and elevate the financial knowledge of relationship managers (RMs) and senior relationship managers (SRMs).

Job Context & Challenges

Aditya Birla Finance Limited ranks among India’s top 25 NBFCs, providing specialized lending solutions including capital markets, corporate finance, commercial real estate, and mortgages. The mortgage business covers products such as home loans, loan against property, and lease rental discounting, servicing both institutional and retail clients. Lending assessments require holistic understanding of customer financials, collateral value, marketability, and legal compliance. Construction finance underwriting focuses on project evaluation and promoter track record. The sector is highly competitive and price-sensitive, demanding innovative strategies and strong due diligence to maintain profitability and asset quality.

Key Responsibilities

• Develop and implement branch strategies to drive sales, setting clear targets for team members.
• Identify growth opportunities within target segments and distribution channels.
• Drive revenue growth through cross-selling and targeted marketing campaigns.
• Maintain branch profitability by managing budgets and maximizing fee income.
• Expand and nurture distribution channels ensuring effective partner relationships and sales efficiencies.
• Ensure excellent customer service standards and rigorous credit quality controls.
• Accelerate deal closures, uphold compliance, and manage audit observations.
• Lead accurate sales reporting and data reconciliation to monitor performance.
• Recruit, develop, and retain mortgage sales specialists and support their growth.
• Act as escalation point for early warning signs of NPAs and fraudulent activities.

Required Expertise

Deep understanding of mortgage products and finance, credit risk management, customer relationship management, and regional market dynamics is necessary. The candidate must have knowledge of sales operations, competitor analysis, and strong leadership skills to foster team development and business growth.

Additional Information

The role is situated in Chandigarh and entails onsite work. It demands proficiency in managing diverse mortgage lending products and handling complex underwriting challenges. A strong emphasis on compliance, operational excellence, and team motivation is vital.