Area Sales Manager

Job Purpose

This position involves strategizing and executing sales and business expansion plans for a designated area such as a city or branch in collaboration with the Regional Head of Sales. The role requires meeting predefined targets by managing and guiding the sales team while strictly adhering to established sales procedures and policies. It demands coordination with Risk, Operations, and Sales Governance departments to maintain portfolio integrity. Addressing underperformance, implementing process improvements, optimizing sales channels, and resolving challenges to meet sales objectives are part of this role. The manager also facilitates cross-selling opportunities for ABHFL and ABFSG products in line with regional strategies and specific customer requirements.

Context and Challenges

ABHFL offers various housing finance solutions to retail buyers and builders including Loan against Property, Commercial Property Purchase, Lease Rental Discounting, and Construction Finance. The business depends heavily on operational efficiency, people, and processes due to its retail-centric, high-volume nature. The focus is on growing the loan book size, ensuring profitability, and minimizing delinquency. Competitive loan rates and funding costs shape profitability and market competitiveness. Retail customers require efficient, compliant servicing tailored to their demographics and needs, while institutional clients need relationship-driven, customized solutions. The Area Sales Manager is accountable for achieving sales benchmarks related to book size, profitability, growth, and customer service.

Key Challenges

• Developing sales strategies that incorporate local market insights including competitive landscape and prospect freshness to meet targets.
• Expanding market share as a newer brand against established players to build the desired loan portfolio.
• Continuously improving financial and operational expertise for self and team, emphasizing negotiation, relationship building, and loan processing for sustained customer connections and portfolio health.
• Maintaining high loan conversion and utilization rates by building a strong sourcing pipeline.
• Ensuring rigorous credit assessment and portfolio selection to reduce non-performing assets.
• Guaranteeing sales activities comply with regulations and internal standards despite market pressures.

Skills and Qualifications

• Strong business and commercial insight.
• Effective leadership and team communication.
• Execution capability and operational control.
• Comprehensive understanding of products and market dynamics.
• Experience in integrating operations and controlling processes.

The position requires a postgraduate qualification with 6 to 8 years of overall sales experience in Banking or NBFC sectors, including the last 3 to 4 years specifically in housing finance sales.