Regional Sales Manager

Role Overview

This position sits within Aditya Birla Housing Finance Limited (ABHFL), a housing finance company under Aditya Birla Capital Limited and registered with the National Housing Bank under the National Housing Bank Act, 1987. ABHFL serves customers across home loans, home improvement and construction loans, balance transfer and top-up loans, loans against property, and construction finance. The company received its licence on 9 July 2014 and is pursuing ambitious expansion plans, including a 5X growth target to reach INR 40,000 Cr over the next five years.

ABHFL’s sales model covers three broad customer groups: retail customers, institutional customers, and builders. The business is largely retail-led and includes salaried as well as self-employed borrower segments, each with distinct needs and buying patterns.

Business Context

The organisation operates in a competitive housing finance market where scale, profitability, portfolio quality, customer relationships, process discipline, and compliance are all critical. Performance is judged by book size, profit contribution, and delinquency control. Higher funding costs affect both margin and the pricing that can be offered to customers.

For retail customers, success depends on identifying customer needs quickly, matching the right products to the right segment, and maintaining statutory and regulatory compliance. For institutional and builder customers, the role requires handling more complex requirements through proactive relationship management, customised solutions, and strict compliance.

Role Summary

The Regional Sales Manager will lead regional sales operations in alignment with the strategy agreed with the Zonal Sales Manager. The role is accountable for business development, customer engagement, team mobilisation, and execution of regional plans to deliver book growth, profitability, and service goals.

Key Challenges

• Develop a state-appropriate regional sales approach in partnership with the Zonal Sales Manager, taking into account the realities of a newer brand operating in a crowded market.
• Improve regional performance and win market share despite strong competition.
• Stay current on market and sector developments, identify opportunities and risks, and share relevant inputs with leadership.
• Build a strong sourcing funnel to support healthy conversion, sanction, and utilisation ratios.
• Continuously strengthen personal and team capability in financial knowledge, operations, negotiation, relationship management, and loan processing.
• Keep regional sales activities compliant even under aggressive business pressure and changing market conditions.
• Maintain credit quality and effective pre-screening to reduce the risk of non-performing assets.
• Keep the team motivated and engaged in a demanding environment with intense talent competition.

Key Result Areas

Regional Sales Strategy

• Partner with the Zonal Sales Manager to shape the regional business plan and operating model based on product, market, competitor, and sector factors.
• Translate the strategy into clear direction for the team to ensure consistent execution.
• Align branch planning, staffing, productivity, and compliance with regional priorities.
• Contribute to the design of incentive and payout structures, considering state-level business realities and practices.
• Monitor market movement and competitive activity regularly, then guide the team based on emerging trends and opportunities.
• Coordinate with the Construction Finance team to generate business volumes until a dedicated team is in place.

Business Growth and Customer Acquisition/Engagement

• Spot regional growth opportunities and drive expansion plans, new customer acquisition, prospect hub identification, and channel-mix decisions to build the desired book size.
• Push initiatives to achieve business targets and step in on complex or critical transactions when needed.
• Set regional targets clearly and allocate them appropriately across team members.
• Track complaints and escalations, work with stakeholders, and ensure closure to customer satisfaction.
• Implement actions arising from customer satisfaction surveys and NPS results, with focus on improvement areas identified by leadership.
• Create and roll out solutions and schemes that support sales growth and profitability, while balancing product mix, channel expansion, costs, budget discipline, and team productivity.
• Manage important regional relationships across customers, distributors, and major distributors.
• Review regional MIS on disbursements, profitability, NPAs, and market expansion, and share insights with both the Zonal Sales Manager and the team.

Skills and Qualification Expectations

The role calls for strong business judgment, people leadership, communication ability, execution discipline, market and product understanding, and control over operational processes.

Education requirement is a postgraduate qualification. Candidates should bring 8 to 10 years of total sales experience in Banking or NBFCs, including at least 5 to 6 recent years in HFC sales.

Additional Notes

No separate vacancy count, salary, stipend, joining date, or application deadline was specified in the source.

No internship-related details are applicable for this role.

This is a full-time, onsite position based in Maharashtra, India.