Senior Sales Manager

Role Overview

This position sits within Aditya Birla Housing Finance Limited (ABHFL), a part of Aditya Birla Capital Limited. ABHFL is a housing finance company registered with the National Housing Bank under the National Housing Bank Act, 1987. Its product suite covers home loans, home improvement loans, home construction loans, balance transfer and top-up loans, loans against property, and construction finance. The company secured its licence on 9 July 2014 and is pursuing ambitious expansion plans, including a 5X growth target to reach INR 40,000 Cr in the next five years and move into the top 5 percentile of housing finance companies in India.

The sales function serves three broad customer groups: retail individuals, institutional customers, and builders. The business is primarily retail-led, with a large share coming from salaried and self-employed customers. This role is focused on the DSA channel and is designed to support growth, customer service, portfolio health, and profitability.

Business Context

The organization operates across a high-volume, relationship-driven lending environment. Success depends on strong product-market fit, efficient processes, regulatory compliance, customer engagement, channel management, and risk control. Business performance is measured by loan book growth, profitability, and low delinquency. Funding costs also play a major role because they affect margins and pricing competitiveness.

For retail customers, the emphasis is on identifying needs quickly and serving target segments in a compliant manner. For institutional and builder customers, the focus is on managing complex requirements through proactive relationship handling and tailored solutions while staying compliant at all times.

Role Objective

The Sales Manager (DSA) is expected to deliver sales outcomes through the DSA network, aligned with the targets and expectations set with the ASMABHFL. The role must support book growth, customer service standards, conversion performance, and responsible lending practices.

Key Challenges

• Build and expand the DSA network while competing with rival offers, existing relationships, and market terms.
• Strengthen commercial and operational understanding to negotiate well, nurture relationships, and keep loan processing efficient.
• Improve sourcing, conversion, sanction, and utilization performance to meet business goals.
• Protect portfolio quality by working closely with Risk teams, screening cases effectively, and reducing the chance of NPAs.
• Maintain fully compliant sales operations even when pressure from targets and market cycles is high.

Key Responsibilities

• Plan sales activity with ASMABHFL and execute it to achieve target book size and growth objectives.
• Review the local market, competitor activity, and DSA performance regularly, then adapt the approach where needed.
• Maintain an active and productive DSA network by monitoring effectiveness and improving operating efficiency.
• Prepare and share periodic MIS on disbursements, profitability, DSA performance, NPAs, and market expansion, and use the insights to guide DSA partners.
• Identify business opportunities in the local market and refine DSA engagement plans accordingly.
• Work with DSA partners to originate business, explain product features and advantages, and support customer closure and satisfaction.
• Keep prospects and DSA partners informed about case status and ensure operational compliance so approvals happen on time.
• Use schemes and engagement initiatives to improve DSA participation, sales volume, and profitability while controlling costs.
• Track DSA processes across the full customer lifecycle, including sourcing, approval, servicing, and collections.
• Improve turnaround times by coordinating with Risk, Operations, and Sales Governance teams.
• Adopt better practices and streamlined processes to lift productivity and strengthen the business contribution of DSAs.
• Support cross-sell efforts across ABC products as per the agreed strategy.
• Keep improving personal capability in market awareness, negotiation, relationship management, and customer acquisition methods.
• Participate in relevant technical and behavioural training, seminars, and self-development activities.
• Coordinate with internal teams to ensure smooth execution and alignment with business targets.
• Work with Risk, Operations, and Sales Governance teams to follow control mechanisms and lending standards.
• Communicate risk requirements clearly to DSAs and customers to support compliant decision-making.
• Track NPAs and credit trends through accurate MIS and share inputs on factors affecting portfolio quality.

Qualifications and Experience

A graduate degree is required. Candidates should bring 6 to 7 years of total sales experience in Banking or NBFCs, including at least 3 to 4 recent years in housing finance sales with strong exposure to the DSA channel.

Skills Needed

This role calls for commercial judgment, people management ability, clear communication, market understanding, strong execution, negotiation skills, and the ability to coordinate across teams while managing risk and compliance.

Additional Information

The job requires consistent attention to statutory, regulatory, and compliance requirements. The role is heavily relationship-driven and involves balancing growth with portfolio quality, operational discipline, and profitability.