Area Sales Manager - Retail Unsecured Lending

About the Role

This role focuses on implementing the regional strategy for the Unsecured Business segment, targeting specific customer segments, building and strengthening partnerships with channel partners, and ensuring the achievement of sales and operational goals. The individual will handle end-to-end unsecured business transactions within their designated area, managing customer and DSA relationships effectively.

Responsibilities

• Drive sales growth in retail unsecured loans, including personal loans, business loans, and various short and medium-term lending products.
• Develop and nurture relationships with direct sales agents (DSAs) and customers to expand channel reach and market penetration.
• Monitor and address customer and partner issues proactively, escalating concerns such as fraud or complaints to maintain smooth operations.
• Ensure efficient and compliant sales operations with coordination from the Risk team, maintaining credit quality and portfolio health.
• Analyze market trends and local preferences to tailor loan products and strategies to maximize business opportunities and profits.
• Maintain and expand sales pipelines by organizing regular client interactions and leveraging the ABFL ecosystem.

Requirements

• Postgraduate degree with 4 to 6 years of sales experience, or a graduate with 6 to 8 years, including at least 2-3 years in unsecured lending.
• Strong commercial acumen and understanding of unsecured lending products and retail financial services.
• Excellent communication, negotiation, and relationship management skills, especially with channel partners like DSAs.
• Ability to operate effectively under competitive market conditions and handle sales targets and quality controls.
• Proficiency in managing sales operations, MIS reporting, and loan processing workflows.

Additional Information

The role demands proactive identification of sales growth opportunities, effective channel expansion, and attaining set targets with high-quality portfolio management. The segment is characterized by high volume and smaller loan sizes, emphasizing the need for strong operational discipline and credit control. The company operates across multiple locations with an extensive presence in India, offering unsecured loans primarily to salaried, self-employed individuals and small businesses, catering to diverse financial needs like emergencies, business growth, and personal expenses.

Key internal collaborations include regular interactions with Zonal Sales Managers, HR, IT, Risk, and Operations departments. Externally, constant engagement with customers and DSA partners is essential to maintain service quality and business growth.