Senior Sales Manager

Role overview

This position is part of the sales function for Aditya Birla Housing Finance Limited (ABHFL), focused on growing business through the DSA channel in Gujarat. The role centers on building and managing sourcing partnerships, meeting book size and growth objectives, and maintaining a strong customer service orientation while keeping profitability, risk, and compliance in view.

Business context

ABHFL offers a range of housing finance and property-backed lending solutions, including finance for homebuyers, loans against property, commercial property purchase, lease rental discounting, and construction finance for builders. Because the business is largely retail-led, success depends on efficient processes, strong customer and channel relationships, product and solution quality, and robust risk management.

Business scale is measured through loan book growth, while profitability and low delinquency are equally important. Funding costs also affect both margins and the competitiveness of loan pricing. For retail customers, the work involves understanding target needs and responding efficiently while staying within statutory and regulatory requirements. For institutional and builder customers, it requires handling more complex requirements through active relationship management and tailored solutioning, again with full compliance.

Key responsibilities

The Sales Manager (DSA) is expected to deliver sales outcomes through the DSA network, in line with targets agreed with the ASMABHFL. The role combines business development, relationship management, funnel management, and disciplined credit and compliance practices.

Challenges in the role

Building and expanding the DSA network is a major part of the job, especially in a competitive market where partner choice is influenced by terms, existing relationships, and value propositions. The role also demands stronger commercial and operational understanding, effective negotiation, relationship building, and smooth loan processing to sustain long-term DSA and customer relationships while protecting portfolio quality and profitability.

Another key expectation is to improve conversion, sanction, and utilization rates by maintaining the right sourcing funnel. The position also requires close coordination with the Risk team to support credit quality, sound pre-screening, and lower NPA risk, all while sustaining sales momentum. Compliance must remain consistent even during pressure-filled sales cycles and changing market conditions.

Required capabilities

Success in this role calls for commercial judgment, leadership and team-handling ability, strong communication, market and product awareness, and solid execution discipline.

Experience and qualifications

Candidates should be graduates with 6 to 7 years of total sales experience in the Banking or NBFC sector. Out of this, at least the most recent 3 to 4 years should be in HFC sales with strong exposure to the DSA channel.

Location

This role is based in Gujarat, India.