Regional Sales Manager

Role overview

This position is responsible for shaping regional sales plans and driving business expansion with the Zonal Sales Manager while keeping local market conditions and competitive activity in mind. The role also involves shared decision-making with the Risk team according to the approval matrix, and close coordination with Risk, Operations, and Sales Governance to protect portfolio quality.

It contributes to profitability by identifying gaps in performance, suggesting or implementing process upgrades, and using channel optimization opportunities. The role also acts as an escalation point for exceptional cases, helps remove operational blockages at the regional level, and promotes cross-selling of ABHFL and ABFSG products and solutions as per the zonal strategy and customer needs.

Organization context

Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital Limited, is a housing finance company registered with the National Housing Bank under the National Housing Bank Act, 1987. Its product suite includes home loans, home improvement loans, home construction loans, balance transfer and top-up loans, loans against property, and construction finance. The company received its license on 9 July 2014 and is pursuing ambitious growth plans.

ABHFL has continued to expand at a steady pace while maintaining strong asset quality despite a challenging market. The wider housing finance industry is dominated by a few large groups, but segments such as affordable housing and self-employed borrowers are growing in importance because of their potential. Even with higher participation from banks, housing finance companies have retained their share in the mortgage market. ABHFL aims to scale 5X to 40,000 Cr over the next 5 years and reach the top 5 percentile of HFCs in the country.

The sales organization serves three broad customer groups: retail customers, institutional customers, and builders. The business is also divided by salaried and self-employed borrower segments, each with different buying patterns and requirements. ABHFL offers housing finance, loan against property, commercial property purchase, lease rental discounting, and construction finance solutions. Because the business is largely retail-led and transaction-heavy, performance depends heavily on people, process, and organizational efficiency, along with strong product quality, channel management, customer relationship management, and risk controls.

Key challenges

The role requires building a regional or state sales plan with the ZSM-ABHFL that reflects local realities and the challenge of operating as a newer brand in a crowded market. It also involves protecting market share, expanding the book size, and staying alert to market and sector developments so that opportunities and risks can be escalated appropriately.

Another major responsibility is maintaining strong loan conversion, sanction, and utilization ratios while ensuring the sourcing funnel remains healthy. The role also demands continuous improvement in financial and operational understanding, negotiation, relationship management, and loan processing skills, while keeping customer relationships strong and the portfolio healthy and profitable.

In addition, the role must ensure sales operations stay compliant despite pressure to grow, maintain credit quality through good pre-screening and portfolio selection, and keep the team engaged and motivated in a high-pressure and competitive talent environment.

Core accountabilities

• Partner with the ZSM-ABHFL to build the regional business and operating plan based on product conditions, market factors, competition, and broader sector trends.
• Translate the plan into actionable direction for the team and ensure execution alignment at every level.
• Oversee branch planning and operations, including staffing, productivity, and compliance, so they remain aligned to the regional strategy.
• Contribute inputs for incentive and payout design while accounting for state-level practices and business conditions.
• Monitor industry and market developments regularly, surface new business opportunities, and guide the team accordingly.
• Work with the Construction Finance team to help build volumes until a dedicated team is created.
• Identify regional growth opportunities, support customer acquisition, and help shape channel strategy to achieve the required book size.
• Drive progress against business targets and step in on complex or sensitive transactions where needed.
• Set regional goals clearly and distribute targets appropriately across the team.
• Track complaints and escalations, coordinating with the right stakeholders until issues are resolved.
• Implement action points from customer satisfaction and NPS feedback in consultation with the ZSM-ABHFL.
• Create and execute solutions that improve sales and profitability while balancing growth, channel and product mix, cost control, productivity, and budget discipline.
• Maintain key account relationships across customers, distributors, and major distribution partners in the region.
• Review regional MIS on disbursements, profitability, NPAs, and expansion, and share insights with leadership and team members.
• Improve efficiency across the customer lifecycle, from sourcing and approval to servicing and collections.
• Manage regional distribution through developers, DSAs, arrangers, IPCs, connectors, direct teams, and corporate channels.
• Strengthen process speed and efficiency by maintaining strong coordination with Risk, Operations, and Sales Governance teams.
• Build a performance-driven culture through sales focus, productivity tracking, customer engagement, and ongoing support to the team.
• Adopt and promote better processes and best practices to improve operational effectiveness and business impact.
• Execute the cross-sell strategy agreed with the ZSM-ABHFL and help teams adopt it through communication, training, and guidance.
• Coach and develop team members through reviews, joint visits, and other support mechanisms to improve customer acquisition and engagement.
• Nominate team members for technical and behavioral learning opportunities and work on personal development as well.
• Build strong internal relationships to support smooth cross-functional coordination and business alignment.
• Run engagement and training programs that support motivation and retention of key talent.
• Work with Risk, Operations, and Sales Governance counterparts to ensure risk controls and operational discipline are followed.
• Support the credit approval process through strong appraisal quality, and review sanctions, disbursements, and documentation for controlled operations.
• Review regional financial risk using MIS and analytics reports.
• Ensure compliant sales operations and sound risk management, including prompt PDD closure and collections follow-up.
• In institutional accounts, review client performance reports, coordinate with Risk, and guide the team on delinquency situations.
• Train the team on early alert actions aimed at reducing NPAs and losses.
• Track and report NPAs and credit trends, identify emerging risks early, and coordinate with customers, Risk, and other stakeholders to protect portfolio quality.

Experience and qualification

Candidates should hold a postgraduate qualification and bring 8 to 10 years of overall sales experience in the Banking or NBFC sector, with at least 5 to 6 recent years in HFC sales.

Required capabilities

• Business acumen
• Team leadership and people management
• Clear communication
• Execution orientation
• Understanding of housing finance products and markets
• Operations coordination and control
• Sales strategy development
• Relationship management
• Negotiation skills
• Risk awareness and portfolio management
• Analytical review of MIS and business data
• Cross-functional collaboration

Additional information

This role is based in Gujarat, India and is a full-time, onsite position. The source did not specify the number of openings, compensation, start date, or application deadline.

No internship duration applies to this position.