Area Sales Manager

Abacus Consultants; Hyderabad; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Abacus Consultants invites applications for an Area Sales Manager LAP (DSA Channel) to lead a team of sales professionals, expand the DSA network, and drive LAP disbursement in the assigned territory.

You will source quality loan proposals, manage relationships with DSAs and partners, and ensure adherence to credit policies and processes while achieving quarterly targets. Candidates should have 4–8 years in financial services, strong leadership, and proven performance in secured lending.

Qualifications

• Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
• Relevant experience in LAP, secured lending, mortgage loans, or MSME lending.
• Experience in DSA channel sales and team handling is preferred.

Responsibilities

• Sales & Business Development: Achieve monthly and quarterly LAP targets; develop new business through the DSA channel; activate DSAs and expand market reach.

Job description

Role & responsibilities-

Job Description: Area Sales Manager LAP (DSA Channel)

Department: Sales – Loan Against Property (LAP)
Designation: Area Sales Manager (ASM)
Channel: Direct Selling Agent (DSA)
Reporting To: Regional Sales Manager / Zonal Sales Manager
Location: As per business requirement

Job Purpose

To drive Loan Against Property (LAP) business through the DSA channel by managing and developing a team of sales professionals, building strong relationships with DSAs, sourcing quality loan proposals, and achieving business targets while ensuring compliance with company policies and credit guidelines.

Key Responsibilities

1. Sales & Business Development

• Achieve monthly and quarterly LAP business disbursement and sourcing targets.
• Develop new business opportunities through the DSA channel.
• Identify, appoint, activate, and manage DSAs to expand market reach.
• Build relationships with property brokers, connectors, financial advisors, and other referral partners.
• Drive business growth across the assigned geographical area.

2. Team Management

• Manage, guide, and motivate the DSA sales team to achieve business objectives.
• Set individual sales targets and monitor daily, weekly, and monthly performance.
• Conduct regular team meetings, sales reviews, and performance discussions.
• Support team members in lead generation, customer meetings, login conversion, and disbursement.
• Train team members on LAP products, eligibility criteria, documentation, and sales processes.

3. DSA Relationship Management

• Develop and maintain strong relationships with existing and prospective DSAs.
• Ensure regular engagement and business activation of mapped DSAs.
• Monitor DSA productivity, lead quality, conversion ratios, and business contribution.
• Resolve DSA-related operational issues in coordination with internal teams.
• Ensure adherence to agreed commercial terms and company policies.

4. Loan Sourcing & Pipeline Management

• Drive quality LAP sourcing from self-employed and eligible salaried customers, as per the lender's product policy.
• Monitor the complete sales funnel, including leads, login, credit approval, sanction, and disbursement.
• Coordinate with credit, operations, legal, technical, and collection teams for timely processing.
• Ensure proper customer profiling, income assessment, property details, and documentation.
• Track pending cases and take corrective action to improve turnaround time and conversion rates.

5. Market Intelligence & Expansion

• Analyze local market potential, competitor offerings, pricing, and customer demand.
• Identify new DSA opportunities and underserved business locations.
• Prepare area-wise business plans and execute strategies to increase market share.
• Provide regular market feedback and sales performance reports to management.

6. Compliance & Portfolio Quality

• Ensure compliance with KYC, AML, regulatory requirements, and internal lending policies.
• Maintain high standards of sourcing quality and customer transparency.
• Prevent mis-selling, document manipulation, and policy deviations.
• Monitor early delinquency and portfolio quality indicators in coordination with the relevant teams.
• Ensure all loan cases are sourced ethically and in accordance with company guidelines.

7. Reporting & MIS

• Submit daily sales reports, weekly pipeline updates, and monthly performance reports.
• Track DSA-wise, employee-wise, and area-wise sourcing and disbursement.
• Monitor login-to-sanction and sanction-to-disbursement conversion ratios.
• Maintain accurate sales forecasts, business plans, and productivity reports.

Required Qualifications

• Graduate in any discipline; MBA/PGDM in Sales or Marketing preferred.
• Relevant experience in LAP, secured lending, mortgage loans, or MSME lending.
• Experience in DSA channel sales and team handling is preferred.
• Strong knowledge of loan sourcing, property-backed lending, and sales processes.

Experience Required

• 4–8 years of overall experience in financial services or lending.
• Minimum 2–3 years of relevant experience in LAP/secured lending.
• Prior experience managing a sales team and DSA channel is preferred.

Required Skills

• Team leadership and people management.
• DSA acquisition and relationship management.
• Business development and target achievement.
• Knowledge of LAP products, credit policies, and loan documentation.
• Sales pipeline and conversion management.
• Negotiation, communication, and problem-solving.
• MIS reporting and analytical skills.
• Coordination with credit, operations, legal, and technical teams.

Key Performance Indicators (KPIs)

• Monthly LAP sourcing and disbursement achievement.
• Number of active and productive DSAs.
• New DSA acquisition and activation.
• Team productivity and target achievement.
• Login-to-sanction and sanction-to-disbursement conversion.
• Average ticket size and quality of business sourced.
• Turnaround time and pending case management.
• Early delinquency and portfolio quality.
• Compliance with internal policies and regulatory requirements.

Ideal Candidate Profile

The ideal candidate should be a target-oriented sales professional with strong experience in LAP or secured lending, proven DSA channel management capabilities, and the ability to lead a team, develop business relationships, and deliver sustainable business growth across the assigned territory.