Providing housing fice (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Fice (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings
Additionally, being predomitly retail driven, the business is characterized by high volume of loan transactions and customer relationships As a result, ABHFL business performance is strongly impacted by people, process and organizational efficiencies, alongside core business drivers such as product/ solution quality, channel and customer relationship management and risk management While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients For retail customers, identifying and acting on relevant needs for target demographics/ customer segments/ etc , in an efficient manner ensuring process, statutory and regulatory compliance at all times, are key for building business performance and sustainability For institutional/ builder customers, understanding and addressing complex business requirements via proactive relationship management and customized solution fitment, while ensuring compliance at all times, are important to gain competitive advantage in this segment The Sales Manager (Direct) ABHFL is responsible for achieving sales targets through direct channels, as agreed with the ASMABHFL, in terms of targeted book sizegrowth & customer service objectives Key Challenges To assign sales targets to team members considering local factors impacting business, such as competitor presence, existing relationships, new prospect opportunities, etc , and ensure achievement of set targets To upgrade ficial & operational know how of self and team members on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with customers while ensuring portfolio health and profitability
Key Result Areas KRA (Accountabilities) (Max 1325 Characters) Supporting Actions (Max 1325 Characters) KRA1 Sales Planning & Management Work with ASMABHFL and plan sales operations for achieving targets, considering competitive forces and local trends, and cascade the same to the team
Scan the local market and competitive offerings on a periodic basis, guiding team members on possible opportunities and challenges Proactively track target achievement and intervene with sales efforts (personal references, prospecting, etc ) to ensure the same Communicate sales targets and provide team members clarity on business goals, role expectations, product characteristics and USPs to enhance effectiveness of sales efforts Deploy schemes to drive sales and enhance profitability, ensuring dual focus on sales expansion and cost optimization Provide data for and compile periodic MIS reports for disbursements, profitability, NPAs, market expansion, etc and communicate to ASM ABHFL as well as to team members KRA2 Customer Acquisition/ Engagement Identify local business growth opportunities, guide customer acquisition efforts, intervening where required for relationship management/ origination Work closely with team members, handholding critical/ complex transactions to ensure favorable closure with customer satisfaction Intervene where required to manage customer complaints/ grievances effectively, and escalate to ASM ABHFL as necessary to secure customer relationship KRA3 Operational Effectiveness Monitor and ensure efficient business processes/ operations across the Customer Lifecycle (Sourcing, Approval, Servicing, Collections) Work with team for adequate focus on different distribution channels, interfacing with senior stakeholders as required for smooth operations Drive process efficiencies and faster TATs through interfacing with stakeholders across processes and functions (Risk, Operations, Sales Goverce) Drive the implementation of improved processes and best practices in order to enhance operational effectiveness, productivity and overall business impact KRA4 CrossSelling across ABFSG products Drive team efforts as per CrossSelling strategy agreed with ASM ABHFL Drive alignment to the adopted CrossSelling strategy by supporting team members with requisite communications, training, guidance, and interfacing with clients where required KRA5 Team and Internal Stakeholder Management Guide and develop team members for enhanced customer acquisition and engagement efforts, and handhold as required Nominate teams for relevant technical and behavioral trainings/ seminars and work on selfdevelopment initiatives Coordinate with internal stakeholders for smooth operations and alignment towards achievement of targets KRA6 Portfolio & Risk Management Work with the Risk, Operations and Sales Goverce teams to ensure adherence to risk management and control mechanisms Drive compliant Sales Operations and sound risk management by training and guiding the team proactively on early alert practices to reduce NPA risks Compile and ensure systematic, accurate MIS on NPAs and credit trends, providing inputs on factors impacting portfolio quality
