Sales Officer

Job Description

1) Job PurposeThe purpose of this job is to execute sales operations and source/ manage ground-levelclient relationships for the Direct channel (builders, connectors, brokers, references, etc.) inline with assigned sales targets and focus areas. It also coordinates with Risk andOperations teams to ensure compliant and efficient sales operations, and portfolio health.2) DimensionsWhat are the areas (in quantitative terms) the job has an impact on Function Dept. Section Remarks(As applicable)1. Manpower (Nos.)A Management NilB StaffC WorkerD ContractTotal2.Other RelevantParameters(Capacity/ Volumes/Budget)A Book Size 1-2 CrBNumber ofCustomerAcquisitionsTBDCSales ProcessTATs adherence100%D NPA % 0%EProfitability (Avg.IRR)TBDFCross Sales BookSizeTBD3) Job Context & Major Challenges(What are the specific aspects of the job that provide a challenge to the jobholder in thecontext of the Unit/Zone Organizational ContextKey Aspects:o Part of the Aditya Birla Financial Service Group (ABFSG), Aditya Birla Housing FinanceLimited (ABHFL) is registered with the National Housing Bank as a housing financecompany under the National Housing Bank Act, 1987. The company offers a completerange of housing finance solutions such as home loans, home improvement and homeconstruction loans, balance transfer and top-up loans, loans against property andconstruction finance. The company acquired its license on 9th July 2014 and hasaggressive growth plans.Job Description3) Job Context & Major Challenges(What are the specific aspects of the job that provide a challenge to the jobholder in thecontext of the Unit/Zone o ABHFL operates in the Rs. 11.4 trillion Indian Housing Finance market, which hasgrown at a steady rate of 17% CAGR over the last 3 years while reporting good assetquality despite challenges in the operating environment. While the industry isdominated by five large groups, there has been an emergence of newer entrants inniche segments like affordable housing and self-employed borrowers, given the highpotential in these segments. Despite increased focus by banks, HFCs have been ableto maintain their share in the mortgage market and has remained stable at ~37% as onDecember 2015.o The ABHFL Sales organization works broadly with 3 customer segments retail(individual) customers, institutional customers (for retail and institutional loanconsumers) and builders (for both retail tie-ups and construction finance), with a majorshare of the business coming from retail customers. Client segments can also bedivided into Salaried and Self employed, with both of these having very differentpreferences and needs.Job ContextKey Aspects:o Providing housing finance (to buyers), Loan against Property, Commercial PropertyPurchase, Lease Rental Discounting and Construction Finance (to builders) solutions,ABHFL caters to a diverse range of customer segments through its various serviceofferings. Additionally, being predominantly retail driven, the business is characterizedby high volume of loan transactions and customer relationships. As a result, ABHFLbusiness performance is strongly impacted by people, process and organizationalefficiencies, alongside core business drivers such as product/ solution quality, channeland customer relationship management and risk management.o While unit of sizing up the business is its loan book size, profitability and minimizeddelinquency are also key business objectives.o Higher cost of funding impacts profitability as well as competitiveness of loan rates thatcan be offered to clientso For retail customers, identifying and acting on relevant needs in an efficient mannerensuring process, statutory and regulatory compliance at all times, are key for buildingbusiness performance and sustainabilityo For institutional/ builder customers, understanding and addressing business needs viaproactive relationship management and customized solution fitment, while ensuringcompliance at all times, are important to gain competitive advantageo The (Sr.) Sales Officer (Direct) ABHFL is responsible for achieving sales targetsthrough the direct channels as agreed with the Sales Manager (Direct) and AH (Sales),in terms of targeted book size, growth & customer service objectives.Key Challengeso To execute sales operations to achieve assigned targets ensuring adequate sourcingfunnel and considering local factors, such as competitor presence, existingrelationships, new prospect opportunities, etc.o To liaise with ground-level client stakeholders for relationship origination andmaintenance, focusing energies on key clients/ prospects and escalating cases asJob Description3) Job Context & Major Challenges(What are the specific aspects of the job that provide a challenge to the jobholder in thecontext of the Unit/Zone requiredo To upgrade financial & operational know how on market/ local trends, effectivenegotiation and relationship building, and efficient loan processing for strengtheningcustomer relationships while ensuring portfolio health and profitabilityo To check credit quality via effective portfolio selection/ pre screening, and work withRisk team members to minimize potential NPAs while driving efficient sales operationso To ensure compliant sales operations at all times, despite sales pressures and marketcyclesEnabling Skill Sets & Qualificationso Critical skill sets required to meet these challenges include commercial acumen,communication, product-market awareness, and execution skills.o Education & experience required to fulfil this profile are a graduate with 0 - 2 yrs (3 4yrs for Sr. Sales Officer) of sales experience in the Banking/ NBFC space.4) Principal AccountabilitiesAccountability Supporting ActionsSales Planning &Operationso Work with Sales Manager (Direct) - ABHFL and plan salesoperations for achieving targets (including cross-sell), consideringcompetitive forces and local trendso Scan the local market and competitive offerings on a periodic basisto adapt sales efforts accordinglyo Provide data for and compile periodic MIS reports fordisbursements, NPAs, target achievement, etc.CustomerAcquisition/Engagemento Work on assigned and identified prospects list for client relationshiporigination and maintenance activities, interacting with ground-levelclient stakeholderso Understand and communicate understanding of productcharacteristics and benefits to end customers effectively in order toenhance effectiveness of sales effortso Attend to customer complaints effectively, escalating critical casesto Sales Manager (Direct) - ABHFL as requiredOperationalEffectivenesso Execute operations efficiently across the Customer Lifecycle(Sourcing, Approval, Servicing, Collections)o Ensure adequate focus on different distribution channels, workingwith Manager for interfacing with senior stakeholders/ complexcaseso Implement prescribed processes and best practices to enhanceoperational effectiveness, productivity and sales performanceSelfDevelopment &InternalStakeholdero Attend relevant technical and behavioral trainings/ seminars andwork on self development initiativeso Coordinate with internal stakeholders for smooth operations andalignment towards achievement of targetsJob DescriptionManagementPortfolio & RiskManagemento Work with the Risk, Operations and Sales Governance teammembers to ensure adherence to risk management and controlmechanismso Ensure compliant sales operations and sound risk management inday-to-day operationso Compile and ensure systematic, accurate MIS on NPAs and credittrends, providing inputs on factors impacting portfolio quality5) Job Purpose of Direct ReportsNil6) Relationships (If Applicable)Internal Frequency NatureArea HeadSales Manager (Direct)Sales GovernanceBuilder Segment TeamHR deptIT deptRisk deptOperations deptWeekly/ Need BasedOn-goingMonthly/ NeedBasedNeed BasedNeed Based/Process DrivenNeed BasedWeekly/ On-goingWeeklyPeriodic reviews, updates ontarget achievement, escalationsBusiness MIS, review on newmarket development, progresson target achievement,escalationsEnsuring compliant salesoperations, payout/ incentivedesign-execution, on-boarding,etc.Identifying, developing,maintaining builder relationshipsPerformance Reviews, TrainingBack-end/ systems supportProposal logging, NPA trendsClient servicing issues, TATreviews, NPA trendsJob Description6) Relationships (If Applicable)External Frequency NatureExisting andProspective customersExternal Forums &Networking platformsFortnightly/ NeedBasedAnnualCRM for relationshipmanagement andunderstanding needs forcustomized solutionsScan market trends/ competitionofferings & build awarenessSIGN-OFFSignatureName Job Holder Job Holders SuperiorDateJob AnalystSignatureName

Keyskills :
business loansloan salesunsecured loanssalesfield saleshousing financepersonal loans