Regional Sales Manager - Unsecured Salaried

Role overview

This role is responsible for driving the regional performance of the unsecured lending business by expanding market reach, strengthening channel relationships, and achieving sales and operational goals. The position also requires ensuring smooth execution of transactions, resolving customer and DSA-related issues, and coordinating closely with risk and operations teams to maintain compliant and high-quality sales practices.

Business and organizational context

The role sits within Financial Services HO, under Aditya Birla Finance Ltd, in the Sales function for the Personal Loan department. The position covers multiple locations and is part of the unsecured business segment, which focuses on personal loans and business loans without collateral. The business operates in a competitive lending environment with high transaction volumes, smaller ticket sizes, and a strong emphasis on portfolio quality, profitability, and disciplined credit outcomes.

ABFL is the debt arm of Aditya Birla Capital and provides lending and financing solutions across capital markets, corporate and trade finance, commercial real estate, and mortgages. The organization has expanded across multiple cities and continues to grow its unsecured lending presence through controlled risk, channel partnerships, and market-led expansion.

What the job is expected to deliver

The primary aim of the role is to execute area-level sales strategy for the unsecured business segment, deepen existing relationships, create new sourcing channels, and support the achievement of sales targets and operating plans. The incumbent is also expected to take ownership of end-to-end unsecured business transactions in the assigned geography and improve business penetration by actively working with the DSA network.

Scope of work

The job involves selling retail loan products such as PL, BL, STLS, STUL, and THE, while managing business development activity across the assigned geography. Success in the role depends on strong product understanding, execution discipline, commercial awareness, and the ability to balance growth with portfolio health and compliance.

Key challenges

The role requires meeting business targets in a competitive market while adapting to local customer behavior, channel dynamics, and regional financial preferences. Other challenges include building a strong sourcing funnel, improving conversion and sanction rates, maintaining credit quality, minimizing delinquency, and sustaining compliant sales operations even under pressure from market cycles and competition.

Key responsibilities

• Execute the local sales strategy for unsecured lending and support achievement of growth, revenue, and operational objectives.
• Build, manage, and expand relationships with DSAs and other channel partners to generate a consistent business pipeline.
• Identify potential customers, pitch suitable unsecured loan solutions, and drive acquisition through tailored product offerings.
• Handle customer and DSA concerns proactively, including complaints, exception handling, and fraud-related escalations where needed.
• Coordinate end-to-end unsecured loan transactions and work with internal teams to remove process bottlenecks.
• Work closely with risk and operations teams to support compliant sourcing, credit quality, and smooth disbursal processes.
• Track sales performance, productivity, and operational metrics, and share updates through MIS and reporting formats on time.
• Support faster turnaround times by strengthening internal coordination and improving the efficiency of sanction and disbursal processes.
• Monitor market trends, local demand patterns, and competitor activity to improve sourcing and market share.
• Contribute to cross-sell, channel development, and new market expansion efforts as needed.

Requirements

• Postgraduate candidates should have 4 to 6 years of overall sales experience.
• Graduates should have 6 to 8 years of overall sales experience.
• At least the most recent 2 to 3 years of experience must be in unsecured lending.
• Strong execution capability, commercial understanding, and product knowledge are essential.
• Excellent communication, influencing, and relationship-building skills are required.
• Ability to work with channel partners, manage escalations, and coordinate across internal teams is important.
• Comfort with sales operations, reporting, and portfolio-related monitoring is expected.

Relationships and coordination

The role interacts regularly with internal stakeholders such as ZSM/ASM-Unsecured, peer sales managers, HR, IT, risk, and operations teams. Externally, the position works with existing and prospective customers as well as channel partners and DSAs. These relationships support business reviews, issue resolution, channel growth, performance tracking, system support, and customer servicing.

Additional information

Business: Financial Services HO

Unit: Aditya Birla Finance Ltd

Location: Multiple locations

Poornata position number: NA

Poornata position title: Regional Sales Manager

Function: Sales-SLS

Reports to function: Sales

Department: BGFPSL-Personal Loan

Reports to department: Personal Loan

Designation: Regional Sales Manager

Date of JD update: 05 May 2022

Direct reports: NA

Job dimensions: The role is linked to retail lending growth, with focus on personal loans, business loans, and related unsecured products. Key coverage includes sales of PL, BL, STSL, STUL, and THE across the assigned geography.

Result areas: Sales growth, client acquisition, operational effectiveness, channel expansion, SLA adherence, and portfolio monitoring are central outcome areas for the position.

Organizational relationships: The description requests structure for reporting levels above and below the position, but specific report titles are not provided. Signature and hard-copy sign-off details are also mentioned for the job holder and reporting manager.