Senior Sales Manager - Retail

Overview

This position aims to manage and drive sales activities through the Direct Selling Agent (DSA) channel, aligning with branch plans and goals by working with DSA partners and customers to meet targets. The role collaborates closely with Risk, Operations, and Sales Governance teams to maintain compliant sales processes and healthy portfolio quality. It is also responsible for promoting and cross-selling products from Aditya Birla Housing Finance Limited (ABHFL) and Aditya Birla Capital (ABC) according to branch objectives.

Organizational Background

Aditya Birla Money Insurance Advisor Services Ltd, the lending division of Aditya Birla Capital (ABC), specializes in lending products across Capital Markets, Corporate and Trade Finance, Commercial Real Estate, Mortgages, Unsecured Loans, Digital Lending, and Wealth Management. Being one of India's top five NBFCs, the company expects a balance sheet of over 60,000 crore INR by 2020, surpassing many mid-tier banks.

The entity holds a prominent position in Capital Markets with a diverse portfolio evenly spread across six business lines and has experienced an average 50% year-over-year growth in revenue and profits, with a focus on sustainable profitability.

Job Context

The Personal Loan segment serves short- and medium-term working capital needs of small businesses and individuals through unsecured loans tailored in tenure and amount. Products target salaried, self-employed individuals, and non-individual clients, with the purpose of funds noted during loan appraisal (e.g., medical emergencies, weddings).

This business is characterized by high transaction volumes, smaller ticket sizes, higher profit margins (up to four times secured lending), and requires strict controls due to its unsecured nature. Success is measured by loan book size, profitability, and minimized defaults. Understanding local market traits, channel relationships, and financial practices is essential to gain a market edge.

Responsibilities and Key Result Areas

• Develop and implement strategies with the Area Head - Sales to achieve targets considering competition and local market trends.
• Conduct ongoing market and competitor analysis and work with the DSA network to optimize efforts.
• Evaluate DSA network performance regularly, ensuring operational efficiency and active engagement to fulfill business goals.
• Generate and analyze MIS reports for disbursement, profitability, DSA activity, NPAs, and market expansion; provide feedback to DSA partners proactively.
• Identify new local business opportunities and refine DSA interactions to enhance relationship origination.
• Communicate effectively with in-progress prospects and DSA partners to ensure clarity and expedite approvals while maintaining compliance.
• Implement schemes that boost DSA engagement, sales growth, and profitability while balancing costs.
• Monitor and enhance business processes throughout the customer lifecycle (sourcing, approval, servicing, collections) to improve turnaround times and operational efficiency by collaborating across Risk, Operations, and Sales Governance teams.
• Adopt best practices and continuous improvements to increase DSA contributions and productivity.