Area Sales Manager - Retail - Unsecured BL - Indore

Role purpose

This position exists to expand the business book across the assigned territory and strengthen the unsecured lending portfolio with a healthy mix of business, aligned to target expectations. The role also focuses on designing and executing local sales tactics, improving DSA productivity, increasing market share, and partnering with the zonal leadership team to run unsecured lending end to end while protecting portfolio quality on new sourcing.

Business and reporting structure

Business: Financial Services

Unit: Aditya Birla Capital Ltd.

Location: Indore

Function: Sales & Marketing

Department: Personal Loans & Business Loan

Employee designation: Area Sales Manager - BL

Manager designation: Regional Sales Manager - BL

JD updated on: 22 March 2026

Scale and performance dimensions

The role is measured against business volumes and operating quality across Business Loans, Personal Loans and STUL, with figures represented in rupees crores for FY21.

• Disbursements: BL 50, PL 40, STUL 25
• Average ROI: BL 19.00%, PL 16.00%, STUL 23.50%
• Fee income: BL 2.00%, PL 1.75%, STUL 2.75%
• Cross-sell: BL 1.00%, PL 1.00%, STUL 1.00%
• 12 MOB front-end resolutions: BL 95.00%, PL 95.50%, STUL 95.00%

Job context and business environment

Aditya Birla Finance Limited is the lending arm of Aditya Birla Capital Limited and is registered with the RBI as a systemically important, deposit-free NBFC. It operates across India with a sizeable lending book and offers lending solutions to retail customers, HNIs, MSMEs, and mid-to-large corporates through secured and unsecured products. Its portfolio spans a wide range of loan offerings, including retail loans, unsecured personal and business loans, small-ticket digital lending, property-backed lending, supply chain finance, capital markets lending, and infrastructure finance, along with a wealth management business.

The organization is pursuing aggressive growth in retail lending by scaling existing businesses and creating new opportunities, with a stronger focus on digital ecosystems. The environment is high-volume and small-ticket in nature, which demands close monitoring, disciplined controls, and consistent attention to portfolio health. Profitability is influenced heavily by funding cost and loan pricing competitiveness.

Key challenges

• Designing a regional strategy that is distinctive and locally relevant, while remaining resilient against competition in a business where unsecured lending is relatively new for the organization.
• Building a strong sourcing funnel and converting it effectively into sanctions, utilization, and disbursements to meet targets.
• Continuously improving the team’s financial and operational capability in loan processing, negotiation, and relationship management so that the DSA network remains confident and business stays profitable.
• Staying updated on market movements and regulatory changes to drive suitable policy and process updates while maintaining compliant sales practices even under business pressure.

Key result areas

• Sales growth and customer acquisition: Identify local growth opportunities, expand channels, acquire new accounts, segment the market, and offer tailored loan structures that balance customer needs with business margin goals. Develop strong DSA relationships, maintain channel databases, improve conversion speed, and build a high-performance sales culture supported by regular reporting and participation in business development initiatives.
• Operational effectiveness: Balance volume and value through the team, maintain SLA discipline, improve sales efficiency and return on investment, follow process best practices, and share periodic MIS covering disbursements, profits, NPAs, channel expansion, new products, new branches, and new channel development.
• Distribution and market expansion: Strengthen the distribution network through networking and relationship building, review competitor offerings and market trends regularly, and use the DSA ecosystem with a structured touchpoint approach to improve customer access, processing speed, and issue resolution.
• Customer servicing and relationship management: Work with risk and operations teams to keep loan approval and booking customer-friendly and robust, improve procedures and technology for better turnaround time, resolve customer issues quickly, and use direct customer relationships for post-sanction monitoring and early warning identification.
• Risk management: Ensure sales activity follows compliance and risk principles, complete documentation and credit administration requirements, support escrow account creation where needed, identify warning signs early, preserve portfolio quality, and coordinate escalations with customers, partners, and risk teams.
• Internal stakeholder management: Collaborate with peer ASMs, sales managers, and reporting managers to remove bottlenecks, and maintain productive relationships with operations, risk, IT, and HR teams to keep transactions smooth and support issue resolution.

Direct report role

Sales Managers – Unsecured Business are expected to build the book in their coverage area, develop the unsecured portfolio in line with targets, execute channel tactics, support market share growth, and work closely with the Area Sales Manager and Zonal Head while ensuring sound credit quality for new business.

Relationships

Internal contacts: RSM - Unsecured, reporting SMs - Unsecured, HR, IT, Risk, and Operations teams. Interaction ranges from daily to weekly and need-based coordination for business review, channel expansion, escalation handling, training, system support, portfolio checks, and service turnaround.

External contacts: Existing and prospective customers, as well as channel partners such as DSAs, with daily and need-based engagement for customer understanding, product positioning, and business development.

Organizational relationships

The job sits below the Regional Sales Manager - BL and above multiple Sales Managers, forming part of the unsecured business sales structure.

Sign-off and record keeping

The hard copy of the JD is intended to be signed by the job holder and the reporting manager, and retained in organizational records. The template also notes date of entry / approval fields for formal documentation.