Sales Manager- DSA

Job Purpose

The purpose of this job is to execute sales operations through the DSA channel in line with branch plan and objectives by interfacing with DSA partners and end customers to achieve targets. This role coordinates with Risk, Operations and Sales Governance teams to ensure compliant and efficient sales operations and portfolio health. It also drives and executes cross-selling of ABHFL and ABFSG products/ solutions as per branch level objectives.

Job Context & Major Challenges

Job Context

Key Aspects:

o Providing housing finance (to buyers), Loan against Property, Commercial Property Purchase, Lease Rental Discounting and Construction Finance (to builders) solutions, ABHFL caters to a diverse range of customer segments through its various service offerings. Additionally, being predominantly 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.

o While unit of sizing up the business is its loan book size, profitability and minimized delinquency are also key business objectives.

o Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to clients

o 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.

o 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.

o The Sales Manager (DSA) – ABHFL is responsible for achieving sales targets through the DSA channel, as agreed with the AH (Sales) – ABHFL, in terms of targeted book size, growth & customer service objectives.

Key Challenges

o To build and tap DSA network in order to achieve targets considering factors impacting DSA relationships such as competitor offerings/ terms, existing relationships, mutually beneficial propositions, etc.

o To upgrade financial & operational know how on industry dynamics, effective negotiation and relationship building, and efficient loan processing for maintaining lasting relationships with DSAs and customers while ensuring portfolio health and profitability

o To drive loan conversion/ sanction/ utilization rates and ensure an appropriate sourcing funnel to meet targets

o To ensure credit quality, effective portfolio selection/ pre screening, and work closely with Risk team members to minimize potential NPAs while driving sales and maintaining DSA relationships

o To ensure compliant sales operations at all times, despite sales pressures and market cycles

Enabling Skill Sets & Qualifications

o Critical skill sets required to meet these challenges include commercial acumen, team management and communication, product-market awareness, and execution skills.

o Education & experience required to fulfil this profile are a graduate with minimum 6 - 7 yrs of total sales experience in the Banking/ NBFC space, of which at least recent 3 - 4 yrs experience should be in HFC sales with good exposure to DSA channel

Key Result Areas