Head of Sales

HINDUJA HOUSING FINANCE LIMITED

Head – Sales & Distribution (Pan India)

Division: Business

Grade: VP2/ SVP1

Location: Corporate Office, Chennai

Reporting To: Business Head – Business & Collections

Team Size: 5,000 Direct & Indirect

Distribution: 300 Branches Pan India

Experience: 18–25 Years

Role Purpose

To lead and build the organization's Pan-India Sales & Distribution engine, driving sustainable business growth, market expansion and profitability while maintaining strong portfolio quality, customer experience, productivity and regulatory discipline.

The incumbent will have overall responsibility for the sales strategy, business delivery, branch and channel distribution, productivity, sales capability and performance management across approximately 300 branches and 5,000 employees, through senior business and geographical leaders.

Key Accountabilities

1. Business Strategy & Growth

• Develop and execute the Pan-India sales and distribution strategy aligned with business objectives.
• Drive sourcing, sanctions, disbursements, customer acquisition and market penetration.
• Identify new geographies, customer segments, products and growth opportunities.
• Balance growth with profitability, portfolio quality and risk appetite.

2. Branch & Distribution Management

• Own the effectiveness and productivity of the 300-branch network.
• Define branch expansion, rationalization and productivity strategy.
• Build an effective mix of direct sales, DSA/channel partners, digital and other acquisition channels.
• Establish branch and channel productivity benchmarks.

3. Business & Sales Productivity

• Own the sales funnel from lead generation to disbursement.
• Improve conversion, ticket size, FTE productivity, branch productivity and acquisition cost.
• Drive performance through dashboards, MIS and structured business reviews.
• Identify underperforming markets/branches and implement corrective actions.

4. Channel Development

• Build and manage strategic DST, CP, referral, builder/developer and other distribution partnerships.
• Strengthen channel productivity, quality, governance and compliance.
• Scale high-performing channels and rationalize low-productivity channels.

5. People & Leadership

• Lead a large Pan-India organization of 5,000 employees through National Heads, Geo/Regional/Zonal/Regional and Cluster Managers.
• Establish clear KPIs, accountability and performance standards.
• Build leadership capability, succession pipelines and a strong performance culture.
• Optimize organization structure, spans of control and manpower productivity.

6. Portfolio Quality & Governance

• Ensure quality sourcing and adherence to credit, risk, compliance and regulatory requirements.
• Partner with Credit, Risk and Collections to maintain portfolio quality.
• Prevent misselling, policy deviations and inappropriate sourcing practices.
• Ensure sustainable growth within the organization's risk framework.

7. Cross-Functional Leadership

• Work closely with Credit, Risk, Collections, Operations, Finance, Product, Technology, Legal, Compliance and HR.
• Resolve business bottlenecks and improve TAT, customer experience and execution effectiveness.

Key Success Measures

• Business growth vs. plan
• Sourcing / Sanctions / Disbursements
• Branch and Sales FTE productivity
• Conversion ratios
• Channel productivity and contribution
• Acquisition cost and profitability
• Portfolio quality
• Customer experience and TAT
• Employee productivity and leadership effectiveness
• Regulatory and governance discipline

Candidate Profile

• MBA / PGDM preferred.
• 18–25 years of experience in Housing Finance, Banking, NBFC, Retail Lending or Secured Lending.
• Proven experience in large-scale Pan-India sales leadership.
• Experience managing 300+ branches / comparable distribution network and 3,000–5,000+ employees preferred.
• Strong track record of managing senior business/geographical leaders.
• Strong understanding of housing finance, secured retail lending and distribution economics.

Core Competencies

Strategic Leadership | Business & P&L Acumen | Pan-India Sales Leadership | Distribution & Channel Management | Productivity & Execution | People Leadership | Customer Orientation | Risk & Governance | Data-Driven Decision Making | Change Management