Location Manager - Secured Lending, Nawada

Job Purpose

This role focuses on strategizing sales and business growth at city or branch level in collaboration with the Territory Head (Sales). It aims to meet set targets through team efforts, while abiding by approved sales processes. The position requires joint decision-making with Risk teams as per the approval matrix, oversight of portfolio health through collaboration with Risk, Operations, and Sales Governance, and addressing underperformance. It also involves implementing process improvements, optimizing channels, resolving bottlenecks, mentoring for complex cases, and promoting cross-selling of financial products tailored to client needs.

Job Context and Challenges

Aditya Birla Finance Limited (ABFL), the debt arm of a major financial group, operates specialized lending services covering Capital Markets, Trade Finance, Commercial Real Estate, and Mortgages. With a notable balance sheet exceeding multiple mid-sized banks, ABFL is expanding into new regions and product segments. The secured micro loan segment targets small businesses and individuals requiring short- to medium-term working capital, offering various collateralized products. These loans feature high transaction volumes, smaller amounts, and higher profitability than usual secured lending products, with strict portfolio controls.

The position demands balancing growth objectives with competitive pressures, local market dynamics, and operational effectiveness to minimize delinquencies and deliver profitability. This includes understanding local trade practices, financial preferences, and building a strong network for lead generation and cross-selling.

Key Responsibilities

• Collaborate with the Territory Head to develop branch-level sales plans responsive to product, competitive and local trends, cascading these plans to team members.
• Monitor market and industry developments while overseeing branch operations, including sourcing, governance, channel management, and productivity metrics.
• Support new customer acquisition, drive local business growth, and manage complex transactions to ensure successful closures and customer satisfaction.
• Communicate clear sales targets and product knowledge to enhance team performance and track complaints and escalations to resolution.
• Implement approved solutions to boost sales and profitability, balancing sales growth with cost control.
• Enhance operational efficiency through improved customer lifecycle processes and collaborate with cross-functional teams to achieve faster turnaround and compliance.
• Lead cross-selling initiatives aligned with company strategy, providing guidance and training to team members.
• Coach and develop team capabilities, nominate for training, and foster cross-functional relationships with internal stakeholders.
• Manage portfolio risk by partnering with Risk, Operations, and Sales Governance teams to enforce controls, reviewing loan processes, portfolio health metrics, and mitigating NPAs through proactive strategies.

Relationships

• Engages regularly with internal teams such as Territory Heads, Relationship Officers, HR, IT, Risk, and Operations departments on sales, portfolio, and operational matters.
• Interacts with existing and potential customers to understand needs, enhance service, and expand business.
• Participates in external forums and networks to stay updated on market trends and opportunities.

Qualification and Experience

Candidates must hold a graduate degree and possess 6-8 years of overall sales experience within banking or NBFC sectors, with at least 3-4 years specifically in micro or affordable loan sales.