Area Sales Manager - Personal Loans (PL) - Pune

About Aditya Birla Finance Ltd.

Aditya Birla Finance Limited (ABFL) is a systematic important NBFC registered with the RBI and part of Aditya Birla Capital. With over 91 branches across India and a lending portfolio of Rs. 45,560 crores as of December 2020, ABFL offers diverse secured and unsecured lending products to retail, HNI, MSMEs, and mid-large corporates. The company is rated AAA by leading agencies and has earned multiple business excellence awards.

Job Purpose

This role focuses on growing the loan book for an assigned area, particularly in unsecured lending segments, by driving a balanced portfolio aligned with targets. The manager will develop operational strategies to engage DSAs effectively, increase market share, and ensure superior product delivery with strong credit quality.

Key Challenges and Context

• Developing innovative zonal sales strategies that reflect local preferences and withstand competition.
• Building and expanding the loan business through effective sourcing and high loan conversion rates.
• Enhancing financial and operational skills within the team for efficient loan processing and relationship management.
• Staying updated on market trends and regulatory changes to keep policies and sales operations compliant and aligned.
• Maintaining portfolio health and profitability amidst high transaction volumes and competitive interest rates.

Responsibilities

• Identify and pursue local sales growth opportunities, expanding channels and acquiring new clients with tailored loan solutions that deliver profitability.
• Build and nurture strong relationships with DSAs to drive sales volumes and maintain a reliable sales pipeline.
• Ensure timely loan processing and sanctioning through collaboration with internal stakeholders to accelerate customer onboarding.
• Track and report sales operations metrics, fostering a high-performance culture and participating actively in business initiatives and contests.
• Balance sales volume and return on investment by ensuring adherence to SLAs and operational efficiencies while suggesting improvements.
• Analyze disbursement, profitability, NPA, and market data regularly and communicate findings within the sales hierarchy.
• Expand the distribution network, keeping an eye on competitive offers and emerging business opportunities in unsecured lending.
• Engage with DSAs for effective touchpoint management to ensure smooth loan processing and problem resolution.
• Coordinate with risk and operations to establish customer-friendly loan approval processes with improved turnaround times, while maintaining compliance.
• Address customer inquiries promptly and manage post-sanction monitoring to identify potential delinquencies early.
• Maintain strict compliance with sales operations and risk management policies, manage documentation, and collaborate with channel partners and risk teams on escalations.
• Build and sustain productive relationships with internal teams such as Operations, Risk, HR, and IT to enable smooth business processes and issue resolution.
• Lead and develop Sales Managers in the unsecured business segment to achieve targets and operational excellence.

Organizational Structure and Reporting

The Area Sales Manager reports to the Regional Sales Manager for Personal Loans and STUL and oversees Sales Managers in the unsecured segment. Interaction across departments such as HR, IT, Risk, and Operations is frequent to ensure cohesive functioning. The role also requires ongoing engagement with DSAs and customers.