Location Manager - Secured Loans, Sitamarhi

Job Purpose

This role involves collaborating with the Territory Head (Sales) to strategize and deliver regional sales plans for secured loans, ensuring targets are met through the team while adhering strictly to sales protocols. The manager coordinates with Risk, Operations, and Governance departments to maintain portfolio integrity, supports profitability by addressing underperformance, refining processes, and optimizing channels. They intervene in complex cases, assist the team, and promote cross-selling of various financial products based on client and regional needs.

Organizational and Job Context

Aditya Birla Finance Limited (ABFL), a major lending division of Aditya Birla Capital, leads in providing advanced financing solutions including capital markets, trade, real estate, and mortgages. Ranking among India's top 25 NBFCs, ABFL boasts a balance sheet exceeding INR 15,000 Cr with a reputation for excellence supported by ISO certification and expanding presence in 18 cities. The company extends secured microloan products aimed at short-to-medium term working capital for small businesses and individuals, offering diversified financial solutions with high transaction volumes, and robust profit margins up to four times those of traditional lending.

The secured microloan segment demands rigorous control and quality monitoring to protect portfolio health, manage profitability, control delinquency, and navigate competitive funding costs. Understanding regional market characteristics and managing local connector relationships is essential for a competitive edge.

Key Challenges

• Develop unique regional business strategies that consider local consumer behaviors, competition, and channel dynamics while countering competitive pricing pressures.
• Grow market presence despite competition from well-established networks and pricing tactics.
• Build and leverage strong local networks to generate new business leads and facilitate cross-selling.
• Continuously enhance financial and operational expertise of self and team for efficient loan processes and relationship management.
• Maintain high loan conversion rates and an expansive sourcing pipeline to meet sales targets.
• Ensure strict credit quality and pre-screening to reduce potential defaults.
• Implement compliant sales operations amidst pressure and market fluctuations.

Primary Responsibilities

• Design and implement branch sales strategies in line with Territory Head guidance, informed by market trends and competitor analysis.
• Manage and oversee all aspects of branch operations emphasizing productivity, governance, and channel management.
• Monitor sales performance metrics and cultivate a high-achieving sales culture through effective reporting and team management.
• Identify and develop local business opportunities, encourage new customer acquisition, and personally support complex deals to ensure customer satisfaction.
• Communicate clear sales targets and product knowledge to team members to enhance sales effectiveness.
• Address and resolve complaints expeditiously, using feedback to improve customer experience and Net Promoter Scores.
• Drive adoption of efficient operational processes across customer lifecycles, including sourcing, approval, servicing, and collections.
• Coordinate with key internal stakeholders to improve process efficiency and support sales growth.
• Implement cross-selling strategies with the sales team, providing ongoing training and guidance.
• Lead, mentor, and develop sales personnel to achieve outstanding acquisition and engagement results.
• Collaborate with Risk, Operations, and Governance teams to ensure compliance, portfolio health, and risk mitigation.
• Analyze branch MIS and analytics for financial oversight and proactive risk management.
• Support timely collections and delinquency management through team training and process adherence.

Relationships and Communication

• Regular interaction with Territory Head, Relationship Officers, HR, IT, Risk, and Operations teams to monitor performance, resolve issues, and coordinate strategy.
• Maintain ongoing communications with existing and potential customers and engage in external networking forums to understand market trends and foster business growth.

Education and Experience

Candidates should be graduates with at least 6-8 years of overall sales experience in banking or NBFC sectors, including 3-4 years specializing in micro or affordable loan sales.