National Sales Head - Housing Finance

National Sales Head - Housing Finance - 12-15 yrs - Mumbai

The client is a leading Housing Finance Company operating in the low cost/affordable housing finance space.

- The Head Sales is responsible for conceptualizing and establishing sales strategy and ensuring sales targets are optimally allocated to all sales channels and resources.

- He is responsible for proactively identifying growth opportunities and meeting and executing sales target activities. He is required to maximize overall productivity and effectiveness of the assigned sales resources.

- He is required to set up sound sales process while adhering to the fair sales practice code

- He is required to build an effective sales organization through recruitment of the right personnel. Establish continuous engagement with existing clients and prospects to provide pre /post sales services and convert maximum leads into business through ethical practices.

Primary Responsibility :

- Draft and implement sales process, policies and procedures and improving the process by regularly benchmarking with industry practices.

- Coordinates sale forecasting, planning, and budgeting processes used within sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts.

- Supports the equitable assignment of sales targets and ensures targets are optimally allocated to all sales channels and resources which enable to achieve strategic objectives defined by company management and achieve budgeted revenue forecasts.

- Analyze the existing market and bring prospective new markets under the purview of the company and identifying areas for penetrating optimum sales force for utilization of the opportunity.

- Managing national sales operational requirements by efficient allocation of technology, support, and recruitment of right resources for accurate and on-time reporting essential for organization effectiveness.

- Implements enabling technologies, including CRM, to field sales teams and monitors organization's compliance of sales assigned and law and other regulatory requirements.

- Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.

- Responsible for the quality of business acquired/portfolio, work closely with risk & credit teams to take necessary corrective actions

- Keep the work force motivated and stimulated to achieve the organization target by formulating compensation/appraisal mechanisms and foster close and cooperative relationships.

Secondary Responsibility :

- Assist marketing team to design marketing strategies by providing field learning and knowledge

- Updating the team and management about the competition in the market and keeping a tab on the new entrants and market movers along with feedback from the customer and bringing about the changes to enhance the process and achieve organizational goals.

- Support operation team to provide necessary communication and documentation with customer to complete the sales

- Managing customer information and maintain client relationship

- Assist customer feedback team to transform their learning into sales field action plan

- Provide assistance to new product development team to develop most customized new products

- Provide assistance to credit manager on necessary information from client

- Maintain a check on total sales overheads and maintain economies with sales budget.

Approval :

- Provide approvals for deviation in the sales process

- Approvals for giving additional incentive on special cases

- Approvals/waiver for specific documentation (if required)

Reports To : CEO

Reportees :

- Regional Manager

- Area/ Area Sales Manager

- Assistant Sales Manager

- Sr. Sales Officer

- Sales Officer

Specific Exposure :

- Good leadership, team management and interpersonal skills.

- Should possess sound sales background with proven experience in establishing and implementing sales strategies and targets.

- Overall experience of 12-15 years with at least 5 years experience heading a Regional/ Zonal sales team in a Housing Finance Company.

- A post graduate degree in Management is desirable though not mandatory. Exposure of having worked in different parts of the country would be a plus.

- Should possess good communication skills to be able to convert complex business and employee issues and devise practical solutions. Must demonstrate a drive for execution and be result oriented.

- Should have strong process capabilities and an ability to apply innovative approaches towards maximizing sales of the organization.

- Ability to work effectively in a cross functional team and a demonstrable ability to partner with other departments.

Interested candidates apply with their updated CVs with current and expected CTC