Sales Manager - Direct

Role overview

This position is focused on running direct-channel sales activities for housing finance products and related solutions. The role supports builders, connectors, brokers, references, and similar sourcing channels, while aligning day-to-day execution with branch plans and business goals. It also involves guiding the Sales Officer team, maintaining strong customer relationships, working with internal control functions, and promoting cross-selling across the broader product suite.

Business context and challenges

The business serves retail customers, institutional customers, and builders. Retail demand is the largest contributor, and customer groups differ widely based on whether they are salaried or self-employed. The organization offers housing finance, loan against property, commercial property purchase, lease rental discounting, and construction finance. Because the business is high-volume and relationship-driven, performance depends heavily on people capability, process discipline, service quality, channel effectiveness, customer management, and risk control.

Success in this role also depends on balancing growth with profitability, managing funding costs, improving conversion and utilization, and keeping delinquency under control. For retail customers, the focus is on quickly identifying needs and serving the right segment while staying fully compliant. For institutional and builder accounts, the role requires handling more complex requirements through proactive relationship management and tailored solutions.

Key responsibilities

• Plan sales activity with the Area Sales Manager and translate business targets into clear actions for the team.
• Track the market, monitor competitors, and identify local opportunities and risks on an ongoing basis.
• Assign and review targets, then step in with additional sourcing efforts such as references and prospecting when needed.
• Communicate goals, product strengths, and role expectations so the team can work with better clarity and focus.
• Use schemes and sales initiatives to support growth while keeping costs under control.
• Prepare and share periodic management information covering disbursements, profitability, NPAs, and market expansion.
• Support customer acquisition, relationship management, and closure of critical or complex transactions.
• Handle customer issues and grievances when needed, escalating appropriately to protect the relationship.
• Oversee smooth functioning across sourcing, approval, servicing, and collections.
• Coordinate with Risk, Operations, and Sales Governance teams to improve turnaround time and process efficiency.
• Implement better practices and operating methods to raise productivity and business impact.
• Execute the cross-sell plan for ABHFL and ABFSG products in line with branch objectives.
• Coach team members through communication, training, guidance, and direct client interaction where required.
• Develop and support team capability through mentoring, technical learning, and behavioural training.
• Work with internal stakeholders to keep operations aligned and targets on track.
• Maintain sound portfolio quality by promoting risk controls, early alert practices, and compliant sales behaviour.
• Monitor NPA and credit trends and provide accurate inputs on factors affecting portfolio health.

Requirements

• A graduate degree is required.
• Overall sales experience of 5 to 7 years in the banking or NBFC sector is needed.
• At least 2 to 3 recent years of experience should be in HFC sales.
• Strong commercial judgment and business understanding are important for success in this role.
• Experience in leading teams, communicating clearly, and building relationships is essential.
• Exposure to product-market dynamics, negotiation, and execution-heavy sales work is expected.
• The role demands the ability to manage compliant operations even under sales pressure.
• Knowledge of loan processing, portfolio quality, and risk awareness is needed.

Additional information

This role is based in Maharashtra, India and is a full-time, onsite position. The job is centered on direct sales management, target achievement, customer engagement, portfolio monitoring, and coordination across internal functions. No salary, stipend, number of openings, start date, or application deadline was specified in the source.

Key challenges

The role requires balancing sales targets with local competition, customer access, conversion efficiency, credit quality, and compliance. The manager must build team capability, improve loan funnel health, strengthen portfolio outcomes, and keep operations disciplined even when market conditions or sales pressure are difficult.

Core focus areas

• Sales planning and target management
• Customer acquisition and relationship support
• Operational efficiency across the loan lifecycle
• Cross-selling of related products and solutions
• Team development and stakeholder coordination
• Portfolio quality and risk control