Location Manager - Retail Secured Lending, Indore

Company Overview

Aditya Birla Capital Limited (ABCL) is a prominent financial services provider and a key member of the Aditya Birla Group. Recognized among the top 25 Non-Banking Financial Companies (NBFCs) in India, ABCL has expanded its loan book to over INR 15,000 Crores, surpassing several mid-sized banks and NBFCs. The organization focuses on delivering specialized lending solutions across Capital Markets, Corporate/Trade Finance, Commercial Real Estate, and Mortgages. With a presence in 18 cities, it aims to diversify its portfolio via new geographies and product segments, offering customers a comprehensive financing platform.

Job Purpose

The Location Manager is responsible for strategizing and executing area-level (city or branch) sales and business growth plans in partnership with the Territory Head (Sales). The role entails meeting defined targets through effective team leadership while strictly adhering to sales policies and guidelines. The Manager jointly makes approval decisions with Risk counterparts according to the approval matrix and collaborates with Risk, Operations, and Sales Governance teams to sustain portfolio health. Responsibilities also include enhancing business profitability through addressing underperformance, implementing process improvements, identifying channel optimization opportunities, managing exceptions, and supporting cross-selling of ABFL and ABFSG products as per regional and client needs.

Context and Key Challenges

The secured micro loan segment primarily caters to self-employed individuals and small businesses needing short- to medium-term working capital financing secured by collateral. This segment is retail-focused, characterized by high transaction counts, smaller loan sizes, and higher profit margins (up to four times those of traditional secured loans). The role demands stringent adherence to portfolio quality controls to minimize delinquencies and maintain profitability despite challenges such as a higher cost of funds affecting loan competitiveness. A strong understanding of local markets, including occupation profiles, financial practices, and relationship management, is vital to navigate competitive pressures and expand market share against established competitors.

Key Accountabilities

• Collaborate with the Territory Head to develop comprehensive branch sales plans considering product and environmental dynamics, and cascade these plans to branch teams.
• Continuously monitor local market trends, competitor offerings, and industry developments to inform strategies.
• Oversee branch operations end-to-end, including sourcing, governance, productivity, and channel management.
• Analyze sales data and MIS reports related to disbursements, profitability, NPAs, and expansion; communicate findings to leadership and teams.
• Identify and capitalize on local business growth opportunities, driving new customer acquisition and team accountability on sales targets.
• Manage escalations, complaints, and complex transactions, ensuring customer satisfaction and operational compliance.
• Implement process improvements to enhance business operations across customer lifecycle stages from sourcing to collections.
• Support and enforce cross-selling initiatives for ABFSG products through team training and alignment.
• Guide and mentor team members to improve performance, coordinating necessary trainings and career development activities.
• Ensure alignment with risk management policies by working closely with Risk, Operations, and Sales Governance teams to maintain portfolio quality and compliance.
• Oversee credit approval and sanction processes to promote controlled operations and minimize NPAs.

Team Management

The Location Manager supervises Relationship Officers/Managers responsible for building the loan book and managing sales operations, ensuring target attainment, profitability, MIS reporting, and portfolio quality.

Qualifications & Experience

The ideal candidate will hold a graduate degree with between 6 to 8 years of total sales experience in the banking or NBFC sector. Of this, a minimum of 3 to 4 years should involve sales experience specifically in micro or affordable loans.