Location Manager - Secured Micro Loan Business

Job Overview

The role focuses on strategizing and executing sales plans within a designated area (city or branch) alongside the Territory Head to meet defined targets through team efforts. It requires adherence to sales guidelines, collaborative decision-making with the Risk team as per the approval matrix, and working closely with Risk, Operations, and Sales Governance to sustain portfolio quality. The position supports profitability by addressing underperformance, improving processes, exploiting channel optimization, and intervening on complex cases. Additionally, it drives the cross-selling of financial products according to regional strategies and client requirements.

Organizational Context and Challenges

Aditya Birla Finance Limited (ABFL), a prominent NBFC within Aditya Birla Capital, offers specialized financing solutions across varied sectors including Capital Markets and Commercial Real Estate, positioning itself amongst India's top 25 NBFCs with assets exceeding INR 15,000 Cr. ABFL is expanding through geographical and product diversification, supported by robust process and system investments and ISO 9001:2008 certification.

The Secured Micro Loan business targets working capital needs of small enterprises and individuals through tailored offerings requiring collateral. This retail-centric segment involves numerous smaller loans with higher profit margins but demands stringent control and monitoring to maintain portfolio health. Market insight into regional occupations, connector relationships, and financial habits is crucial. Responsibilities include achieving sales and profitability targets while managing credit quality and mitigating delinquency risks under competitive market pressures.

Key Responsibilities

• Collaborate with the Territory Head to develop and communicate branch sales plans considering product characteristics, market dynamics, and competition.
• Monitor industry trends, competitive products, and ensure branch operational efficiency encompassing sourcing, governance, and productivity.
• Lead customer acquisition efforts by identifying growth opportunities and guiding team members on complex transactions to ensure client satisfaction.
• Oversee complaint resolution and employ customer feedback to innovate sales strategies and enhance profitability.
• Drive operational excellence through improved processes across customer lifecycle stages, collaboration with cross-functional teams, and adherence to compliance standards.
• Implement cross-selling initiatives aligned with corporate strategy by training and mentoring the sales team.
• Manage internal stakeholder relationships and support team skill development through targeted trainings.
• Work with Risk and Operations to uphold credit quality, ensure compliance in loan issuance, and proactively mitigate financial risks including NPAs.

Required Qualifications and Experience

Applicants should hold a graduate degree with 6 to 8 years of sales experience within Banking or NBFCs, including at least 3 to 4 years specifically in micro or affordable loan sales.

Relationships and Coordination

• Maintain regular interactions with Territory Heads, Relationship Officers, HR, IT, Risk, and Operations departments as per operational needs to monitor performance, resolve escalations, and facilitate channel expansion.
• Engage external customers and participate in forums and networking events to understand market trends and expand business reach.