Job description

Role summary

This position is responsible for expanding the secured lending business in the assigned coverage area by growing book size, building a balanced portfolio, and meeting the allocated business targets. The role also calls for designing and executing field-level sales actions, strengthening DSA relationships, improving market share, and ensuring end-to-end secured loan processing with strong product delivery and sound credit quality for new business.

Business and reporting context

Business: Financial Services

Unit: Aditya Birla Capital Ltd.

Location: Pan India

Function: Sales

Department: Secured Lending

Designation: Cluster Sales Head

Manager designation: Regional Sales Manager - STSL

Date of job description update: 3rd June 2026

Scope and performance dimensions

The role is measured using financial and operational indicators in rupees crores. The listed FY21 reference values for STSL are: disbursements of 50, average ROI of 14.50%, fee income of 1.45%, cross-sell of 1.10%, and 12 MOB front-end resolutions at 95.00%.

Organisation and business background

Aditya Birla Capital Limited is a lending subsidiary of Aditya Birla Capital Limited and is registered with the RBI as a systematically important, non-deposit taking NBFC. It is among the leading private diversified NBFCs in India and, as of 31-Dec-2020, operated across India with 91 branches and a lending book of Rs. 45,560 crores.

The company offers end-to-end lending solutions to a wide customer base, including retail, HNI, MSME, and mid- to large-sized corporates, through both secured and unsecured products. Its lending portfolio covers retail small-ticket secured and unsecured loans, unsecured personal loans, unsecured business loans, health and education loans, digital B2B2C and B2B2B small-ticket loans, small business secured loans, loans against property, lease rental discounting, construction finance, SME loans, capital markets loans, supply chain finance, mid and large corporate loans, and infrastructure finance. The organisation also operates a wealth management division.

ABCL carries AAA ratings from India Ratings, ICRA, and CARE, reaffirmed in 2020, and has received the ABG Business Excellence Award in 2017 (Silver) and 2015 (Bronze), along with recognition from forums such as CII.

Business context and key challenges

The broader strategy is to accelerate growth in retail by scaling current lines of business while also creating new business opportunities. Digital ecosystems are an increasingly important competitive lever. Because the business deals with high transaction volumes and smaller ticket sizes, strong controls and continuous monitoring are essential to maintain portfolio health and asset quality. Profitability is also influenced heavily by cost of funds and the competitiveness of lending rates.

Key challenges include developing a differentiated zonal approach that reflects regional nuances and customer preferences, especially in a competitive environment where the company entered secured lending relatively late. Another major challenge is building a strong sourcing funnel and improving conversion, sanction, and utilisation ratios to achieve business goals. The role also requires continuous capability building in loan processing, negotiation, and relationship management so that the DSA network remains confident and target delivery stays profitable. In addition, the jobholder must stay current on market movements and regulatory updates, and translate those into policy or process changes while maintaining compliant sales practices under market and business pressure.

Key responsibilities

Spot and execute local growth opportunities, expand the channel base, and acquire new accounts.
Identify viable direct customers, segment the market, and generate business through loan structures tailored to customer needs while protecting margins.
Meet sales goals by building strong relationships within the DSA ecosystem and influencing channel performance.
Increase secured lending volumes, manage channel databases, and use them tactically to keep the pipeline healthy.
Improve turnaround times by building effective internal relationships that help speed up sanctioning and broaden the channel footprint and customer base.
Monitor sales productivity and performance metrics, report them accurately, and contribute to a high-performance sales environment.
Take part in business development initiatives, campaigns, and contests.
Balance volume and value by focusing on both sales throughput and IRR.
Track SLA adherence, sales efficiency, and return on investment, and adopt process improvements that raise productivity.
Analyse operational data and share MIS on disbursements, profitability, NPAs, channel expansion, new products, new branches, and new channel development within agreed timelines.
Build and deepen the distribution network through networking and relationship-building while keeping product positioning and competitive dynamics in mind.
Review market trends and competitor offerings on a regular basis and surface new opportunities in the secured lending segment.
Work with DSAs to follow the agreed touchpoint model so that customer reach, processing, and disbursement happen faster, and escalate issues when required.
Coordinate with risk and operations teams to ensure the loan approval and booking process is robust and customer-friendly.
Recommend changes to operating processes and technology tools that improve customer experience by reducing TAT while keeping operations complaint-free.
Handle customer queries and complaints promptly and personally where needed to speed resolution.
Use direct customer relationships to support post-sanction monitoring and identify early warning signals for NPAs.
Run sales operations in a compliant manner and align actions with risk management standards in coordination with the risk team.
Ensure all deal documentation and credit administration steps are completed, including escrow account setup for receivables lending where required by regulatory and financial controls.
Stay focused on guideline compliance and process checks throughout the secured lending cycle and escalate risk indicators early.
Identify and report risks proactively to protect portfolio quality.
Work with channel partners, customers, and the risk team on specific escalation cases.
Partner with peer ASMs/SMs and reporting SMs, where applicable, to overcome execution issues and support growth through channel management and customer acquisition.
Maintain productive relationships with internal stakeholders such as operations and risk management to keep transactions smooth and resolve issues quickly.

Direct report purpose

Sales Managers – STSL are expected to execute the area or local strategy for the secured business segment by targeting the right customer segments, strengthening existing relationships, building new channels for market penetration, and working toward achievement of sales targets and operating plans.

Stakeholder relationships

Internal stakeholders include the Regional Sales Manager - Secured, reporting ASMs - Secured, HR, IT, Risk, and Operations. The role interacts weekly or daily, or as needed depending on the process, for business MIS, review of new market development, progress against objectives, client escalations, performance reviews, training, systems support, proposal evaluation, portfolio monitoring, and client servicing issues or TAT reviews.

External stakeholders include existing and prospective customers and channel partners such as DSAs. These interactions are typically daily or as needed for CRM-related support, understanding requirements for new products or positioning changes, and advancing product and business development initiatives.

Organisational structure

The role sits above Sales Managers - STSL and reports to the Regional Sales Manager - STSL. The job description also expects the structure for one level above and below the position to be maintained in organisational records.

Sign-off and records

The hard copy of the job description is to be signed by the job holder and the reporting manager and retained in the organisation’s official records. Name and date of entry/approval fields are required in the signed copy.

Drive local and area-level sales growth, channel expansion, and new account acquisition.
Identify direct customer prospects and create customised secured lending proposals that match customer needs and maintain healthy margins.
Build and leverage DSA relationships to achieve sales targets and improve conversion outcomes.
Maintain the channel database and use it to strengthen the sales pipeline.
Work with internal teams to speed up sanctioning and improve turnaround time.
Track productivity, sales outcomes, and operational metrics, and share performance reports.
Contribute to business development drives, contests, and related initiatives.
Balance business volume and yield while ensuring SLA adherence and operational efficiency.
Prepare and distribute MIS on disbursement, profitability, NPAs, channel growth, and product or branch updates.
Strengthen distribution through networking, market scanning, and competitor tracking.
Coordinate with DSAs and resolve process bottlenecks through timely escalation.
Partner with risk and operations teams to ensure smooth approvals, booking, and customer servicing.
Support complaint resolution, post-sanction monitoring, and early risk identification.
Maintain compliant sales practices and complete all documentation and credit administration requirements.
Escalate and report risks promptly to protect portfolio quality.
Collaborate with internal stakeholders and peer sales leaders to resolve issues and support execution.

Ability to develop and execute secured lending sales strategy at local or cluster level.
Strong relationship-building skills with DSAs, customers, and internal stakeholders.
Understanding of secured loan processing, sanctioning, documentation, and credit controls.
Comfort with sales MIS, productivity tracking, and operational reporting.
Awareness of regulatory requirements, risk controls, and compliant sales practices.
Capability to analyse market trends, competition, and channel performance.
Skill in negotiation, customer servicing, and issue resolution.
Ability to manage multiple stakeholders and work in a fast-paced, target-driven environment.

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Applicants with experience in sales leadership or secured lending distribution, especially in channel-led lending environments, are suitable for this role. The position requires the ability to work with direct customers, DSAs, and internal credit, risk, and operations teams while managing targets and compliance.