Territory Sales Manager - Lucknow

Organizational Overview

Aditya Birla Finance Limited (ABFL), the debt financing division of Aditya Birla Capital, specializes in lending solutions across capital markets, corporate and trade finance, commercial real estate, mortgages, unsecured and digital lending, as well as wealth management. Positioned as one of India's top 5 NBFCs, ABFL aims to surpass a balance sheet of INR 60,000 Cr, rivaling mid-sized banks and NBFCs.

The company is a leading brand, ranking among the top three players in the capital markets sector, with a diverse product portfolio that balances six key business lines. Demonstrating sustained growth of approximately 50% year on year for revenues and profitability, ABFL focuses strongly on maintaining sustainable profits.

Job Context and Product Focus

This role concentrates on the Direct Unsecured-Self Employed product line, providing funding options tailored to short and medium term working capital needs for individuals, professionals, and businesses without collateral requirements. The product portfolio includes unsecured loans targeting self-employed individuals and entities, with funding purposes confirmed through thorough loan appraisals.

The business operates as a retail-driven model characterized by high transaction volumes, modest loan sizes, and profit margins potentially quadruple those of secured lending. Given the unsecured nature of loans, strict controls and constant portfolio monitoring are critical to maintain quality.

Responsibilities

• Identify and capitalize on sales opportunities locally by developing referral relationships and expanding the professional loan client base, consistently hitting sales targets via local networking.
• Segment the market meticulously to discover direct clients, create customized loan structures meeting their needs while securing robust profit margins.
• Maintain regular engagement with potential clients to generate business and grow loan volumes by effectively managing channel databases for a steady pipeline.
• Accelerate loan approval turnaround times through collaboration with internal teams to broaden customer reach and product adoption.
• Balance sales volume and value to enhance returns, monitor service-level adherence, and strive for operational efficiency and continuous process improvements.
• Expand and reinforce distribution networks by networking strategically in view of product positioning and competition, while monitoring market trends and opportunities.
• Implement touchpoint management systems to foster timely customer engagement and expedite loan processing; escalate concerns as necessary.
• Work closely with risk and operations units to ensure compliant, customer-centric loan approvals and smooth booking processes while addressing customer queries promptly.
• Recommend enhancements to procedures and technological tools aimed at improving customer experience and reducing processing times.
• Conduct post-sanction surveillance to detect early signs of non-performing assets, leveraging direct customer relationships.
• Adhere to risk management protocols by coordinating with risk teams, ensuring complete deal documentation, credit administration, and compliance with regulatory requirements.
• Proactively monitor and report portfolio risks, collaborate with partners and team members for escalation and resolution of risk-related concerns.
• Foster strong partnerships with peer Relationship Managers and key internal departments such as Operations and Risk Management to ensure efficient sales operations and issue resolution.

Key Challenges

• Deliver localized business plans with differentiation considering regional dynamics and customer preferences against competitive pressures.
• Achieve and surpass sales volume and value targets while countering competitor offerings and schemes.