Sales Manager - Direct -Belgum

Role overview

This position is focused on building direct home loan business in the assigned region, working with the Lead (UBS) to plan cluster-level sales efforts, expand the customer base, and deliver against agreed business targets while staying aligned to local market conditions and competition.

The role involves developing fresh relationships by sourcing leads and managing UltraTech channels such as UltraTech depots, dealers, and UltraTech Business Solution dealers through SROs and ROs. It also includes identifying new geographies and micro-markets for informal and small-ticket home loans.

In addition, the role requires leading and supporting a team of Senior Relationship Officers and Relationship Officers across the mapped area to grow the business. The product focus is home loans, with joint approval participation alongside Risk as per the approval matrix, and close coordination with Risk, Operations, and Sales Governance teams to protect portfolio quality.

The position also contributes to business profitability by spotting underperformance, suggesting or implementing process improvements, using channel optimization opportunities, resolving escalations, removing regional bottlenecks, and driving cross-sell opportunities across ABHFL and ABFSG products and solutions based on zonal plans and customer requirements.

Organization and business context

Aditya Birla Housing Finance Limited (ABHFL), part of Aditya Birla Capital Limited, is registered with the National Housing Bank under the National Housing Bank Act, 1987. The company provides a broad set of housing finance offerings including home loans, home improvement loans, home construction loans, balance transfer and top-up loans, loans against property, and construction finance. It obtained its licence on 9 July 2014 and is pursuing strong growth.

The UBS vertical supports long-term home loans by generating leads through UltraTech channels as well as open-market customers for small-ticket home loans and informal lending. ABHFL serves varied customer segments through housing finance, loans against property, commercial property purchase, lease rental discounting, and construction finance for builders. As a largely retail-led business, performance depends heavily on people, process efficiency, organizational effectiveness, product and solution quality, channel and customer relationship management, and risk management.

Business success is measured by loan book size, profitability, and low delinquency. Since funding costs influence profitability and pricing competitiveness, the organization must balance growth with efficient economics. For retail customers, the key is to identify needs accurately and serve them efficiently while maintaining statutory, regulatory, and process compliance. For builder and institutional customers, the focus is on understanding complex requirements, offering tailored solutions, and ensuring compliance to build competitive advantage.

Key responsibilities

• Plan sales activities with the Regional Sales Manager for the assigned area and translate those plans into team-level execution while keeping market conditions and competition in mind.
• Review local market trends and competitor offerings on an ongoing basis and guide the team on opportunities and risks.
• Track target progress regularly and step in with prospecting and personal reference-based efforts when needed to keep performance on track.
• Communicate business goals, target expectations, product strengths, and selling points clearly to the team.
• Use schemes and initiatives to increase sales, improve profitability, and balance growth with cost control.
• Prepare and share periodic MIS updates covering disbursements, profitability, NPAs, market expansion, and related business indicators.
• Spot local growth opportunities and support customer acquisition efforts, including direct relationship management and lead origination.
• Support team members on complex or critical transactions and help close cases in a way that protects customer satisfaction.
• Handle customer complaints and grievances where required and escalate to the Regional Sales Manager when necessary.
• Ensure smooth functioning across the customer lifecycle, including sourcing, approval, servicing, and collections.
• Coordinate with stakeholders to keep channels functioning efficiently and to improve turnaround times and process flow.
• Drive process improvements and best practices to strengthen productivity and overall business impact.
• Support cross-sell execution in line with the agreed strategy for ABFSG products.
• Help the team adopt the cross-sell approach through communication, guidance, training, and customer-facing support when needed.
• Coach and develop team members to improve acquisition and engagement outcomes.
• Nominate team members for relevant technical and behavioural learning opportunities and work on self-development as well.
• Coordinate with internal teams to ensure target alignment and operational smoothness.
• Work with Risk, Operations, and Sales Governance teams to maintain controls and risk discipline.
• Promote compliant sales practices and early alert behaviour to reduce NPA risk.
• Monitor credit trends and portfolio quality and maintain accurate MIS on NPAs and related factors.

Experience and qualifications

The preferred profile is a graduate with 5 to 7 years of overall sales experience in the banking or NBFC sector, including at least 2 to 3 recent years in HFC sales.

Success in this role calls for commercial judgement, strong team leadership, clear communication, market and product understanding, and strong execution capabilities.

Challenges and working focus

The role requires the ability to allocate targets thoughtfully across team members based on local business realities such as competitor presence, existing relationships, and prospect opportunities. It also demands continuous improvement in financial and operational understanding, negotiation, relationship management, and loan processing knowledge to sustain customer relationships and portfolio quality.

Another key expectation is to improve conversion, sanction, and utilization performance while keeping the sourcing funnel healthy. At the same time, the role must maintain portfolio quality through effective pre-screening and close collaboration with Risk, all while ensuring that every sales action remains compliant despite market pressure or business cycles.

Additional information

The business spans high-volume retail transactions, so strong process control and efficiency are essential. The role also contributes to profitability by managing the cost of funding implications, supporting customer and builder solutions, and working within regulatory and statutory requirements at all times.

The job description does not specify a stipend or salary range, working days, notice period, joining date, or number of openings.