Regional Sales Manager - Personal Loans Unsecured Salaried - Aurangabad

Overview

Aditya Birla Finance Limited, a premier NBFC under the Aditya Birla Capital group, is seeking a Regional Sales Manager for its Personal Loans division focused on unsecured lending to salaried individuals in Aurangabad, Maharashtra. The role involves overseeing sales operations and regional growth strategies for personal loans, which cater to short and medium-term working capital needs without requiring collateral.

Key Responsibilities

• Achieve regional personal loan targets in line with zonal objectives for portfolio size, profitability, and portfolio quality through collaboration with the Zonal Head.
• Set strategic plans and operational goals for the regional team, fostering existing client relationships and expanding channels for market penetration.
• Handle escalations including fraud alerts and customer grievances, ensuring smooth removal of operational bottlenecks.
• Lead and develop the team of Area Sales Managers (ASMs) and Sales Managers (SMs) to enhance personal loan penetration in the region.
• Manage end-to-end personal loan transactions ensuring superior product delivery, compliant sales practices, and close coordination with the Risk department.
• Drive the regional sales team’s motivation and focus on meeting business goals.

Business Impact and Metrics

• Manages a team of 5-6 ASMs.
• Responsible for a loan book size of INR 1620 crore and acquisition of around 7,364 customers.
• Ensures 100% sales process turnaround time adherence and maintains zero percent Non-Performing Assets (NPA).

Challenges and Context

• Building the regional personal loan portfolio from limited initial team resources while competing with market pressures.
• Maintaining a balance between growing sales volume and ensuring credit quality due to unsecured loan nature.
• Keeping up-to-date on market trends, regulatory changes, and customer preferences for continuous product competitiveness.
• Ensuring compliant sales practices despite intense sales goals and market dynamics.

Skills and Qualifications

• Postgraduate degree with 12-15 years of overall sales experience including at least 6-8 years in unsecured lending.
• Minimum 3-5 years managing multiple regional sales teams in the personal loans space.
• Strong acumen in personal loans market, team leadership, channel and vendor management.
• Excellent communication, negotiation, operational integration, and risk management capabilities.

Operational Accountabilities

• Identify and capitalize on growth opportunities by expanding channel partnerships and customer acquisitions.
• Drive sales strategies focusing on volume growth and profitability improvements.
• Analyze performance reports and drive corrective actions across teams.
• Ensure operational efficiency through improved processes and stakeholder collaboration.
• Conduct training and engagement programs for teams and channel partners.
• Partner with Risk to maintain portfolio health and manage losses through early alert systems.
• Lead recruitment, training, and performance management of the regional sales team.

Relationship Management

• Internal coordination with ASMs, HR, IT, Risk, and Operations daily or as needed.
• Maintain regular contact with customers and external channel partners for product positioning and development.