Area Sales Manager

Tata Capital; YSR Kadapa; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Tata Capital in India is looking for a seasoned sales leader to head the Sales team and expand the Business Correspondent (BC) network across districts. You will partner with universal banks, NBFCs and direct lenders to offer a broad range of financial products through channel partners.

The role emphasizes growth in BC/JLG portfolios and disciplined risk management. The ideal candidate has 5+ years in lending institutions (NBFCs, banks) with leadership exposure, and a proven track record in BC

Qualifications

• Min 5 yrs exp + Experience working in a NBFC, NBFC MFI, SFB or Bank
• At least 2 years in a team handling and leadership role
• Must be familiar about business correspondent model working with top lending institutions & direct lending business
• Must have handle BC & JLG business

Responsibilities

• Lead a sales team of Sales Officer / field staffs to augment the BC network of various financial institutions & Direct channel business
• Build strategic partnerships with Universal Banks, NBFCs, NBFC-MFIs, Payment Banks, Small Finance Banks to provide financial products for channel partners
• Business development & expansion on business correspondence alliance partners
• Innovate & develop retail asset products (e.g. JLG Loans, Secured & Unsecured MSME Loans) for target customers and geographies
• Plan and execute sales strategies to improve market share and identify expansion opportunities for region
• Manage teams across assigned territories to ensure deeper market penetration and growth
• Assess potential client base and product acceptability in new regions for expansion and new BC partners
• Ensure growth and diversity of products in region per business plan
• Create a support function structure to facilitate appraisal, documentation, disbursement, repayment and delinquency management
• Formulate collection strategy and risk management to maintain portfolio quality
• Plan/design sales contests at regional levels
• Field visits to monitor & guide loan officers
• Oversee workforce planning, recruitment & training to handle asset products
• Drive staff skill development through meetings and performance monitoring
• Maintain cost efficiency and optimize resources
• Identify branches in designated operation areas
• Handle Compliance, Audit, Legal, Customer Service, Operations, Logistics, Admin, HR issues in region
• Implement best business practices and company strategies with integrity

Skills

Relationship management

Business sourcing

Portfolio management

Credit underwriting

Governance

Education

Post Graduate / Graduate in any discipline

Job description

• Leading a sales team of Sales Officer / field staffs to augment the Business Correspondent (BC) network of various financial institution & Direct channel business.
• Build strategic partnerships with Universal Banks, NBFCs, NBFC-MFIs, Payment Banks, Small Finance Banks to provide an array of financial products and services for the channel partners.
• Business development & expansion on business correspondence alliance partners
• Innovate & develop retail asset products e.g. JLG Loans, Secured & Unsecured MSME Loans to suit the target customers and geographies.
• Sales strategies to improve market share and Identification of business potential areas / districts for expansion of region
• Enabling business growth by developing and managing a teams across assigned territories for deeper market penetration and reach.
• Assess potential client base and product acceptability in new regions, areas & opportunities for geographical expansion of operational areas and setting up new business correspondence alliance partners
• Ensure business growth and diversity of products in the region as per business plan
• Create a support function structure in line with the product requirement to facilitate the appraisal, documentation, disbursement, repayment and delinquency management
• Formulating collection strategy of your region and Preventative / risk averse measure to maintain quality portfolio
• Plan / design sales contest at regional levels
• Filed visits to monitor & guide the loan officers
• Responsible for work force planning, recruitment & training, suited to handle various asset products across geographies
• Ensuring staff skill development through meetings and continuous monitoring of various clusters on regular basis by identifying training needs as per the market trends and new business opportunities
• Maintaining resource optimisation & operational cost.
• Branch identification in your respective designated areas of operation.
• Responsible for handling all Compliance, Audit, Legal, Customer Service, Operations, Logistics, Admin, HR etc related issues in your region.
• Implementing best business practices and developing company strategies and programs while ensuring strict compliance and integrity.

• Min 5yrs exp + Experience working in a NBFC, NBFC MFI, SFB or Bank
• At least 2 years in a team handling and leadership role.
• Must be familiar about business correspondent model working with top lending institutions & direct lending business.
• Must have handle BC & JLG business.

Key Skills

• Relationship management, Business sourcing & portfolio management,
• Well versed with understanding of credit underwriting,
• Understand critical attributes of legal and governance requirements,
• Good acumen of technology and automation,

Business planning and product management

Education: Post Graduate/ Graduate in any discipline