Location Manager - Retail Secured - Howrah

Birla Carbon; Howrah; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Birla Carbon is seeking a Location Manager for the Retail Secured segment in Howrah. The role involves executing local strategies for the Small Ticket Secured Business segment, targeting sales growth, and building relationships with the DSA network.

The ideal candidate will have 8–10 years of experience, particularly in secured lending, and possess excellent communication and business acumen skills to manage operations effectively.

Qualifications

• 8–10 years of total sales experience, with 4–5 years in Small Ticket Secured lending.

Responsibilities

• Deliver on area/local strategy for the Small Ticket secured Business segment.
• Address customer issues and ensure smooth operations.
• Grow business penetration by partnering and building relationships.

Skills

Execution excellence

Business & commercial acumen

Strong product understanding

Excellent communication skills

Education

Postgraduate degree

Job description

At the Aditya Birla Group, our Corporate Vision is aligned and intricately woven with our People Vision.

Location Manager - Retail Secured - Howrah

Job Description

1) Job Purpose

The purpose of this job is:

• To deliver on area/local strategy for the Small Ticket secured Business segment in terms of target segments, strengthening existing relationships and setting up new channels for market penetration, and work toward achievement of sales targets and operational plans.
• To proactively address customer/DSA issues and elevate cases (e.g. fraud alerts, customer complaints or exception handling) to ensure smooth operations; work on removing bottlenecks for the achievement of targets for the Small Ticket Secured Business segment at the area/local level.
• To grow the business penetration by actively partnering, negotiating, and building relationships with the DSA network, and directing and building the capability of SMs (if any assigned).
• To take ownership for end‑to‑end Small Ticket Secured business transactions in assigned area of coverage, with efficient internal operations for superior product delivery and credit quality of new acquisitions with compliant sales operations & coordination with the Risk team.

2) Dimensions

Business Workforce Number
(Max 254 Characters)

Unit Workforce Number
(Max 254 Characters)

Business Development of lending products

Function Workforce Number
(Max 254 Characters)

Expected to sell the retail products like PL/BL/STLS/STUL/THE

Sales of Retail loans – PL/BL/STSL/STUL/THE

Other Quantitative and Important Parameters for the job: Budgets/Volumes/No. of Products/Geography/Markets/Customers or any other parameter

Managing a team of Sales force of PL/BL/STSL/STUL/THE

3) Job Context & Major Challenges

Key Aspects:

• As the debt arm of Aditya Birla Capital (ABC), ABFL offers specialized lending and financing solutions across Capital Markets, Corporate/Trade Finance, Commercial Real Estate and Mortgages. It is ranked in the top 25 NBFCs in India.
• ABFL has a well‑defined vision to become a leading financier, supported by robust process and system infrastructure, ISO 9001:2008 certification, and expansion into new geographies and product segments.
• ABFL has focused on secured lending and has now entered the Small Ticket Secured Business segment to harness a higher yield, profit‑generating segment.

Key Aspects:

• The Small Ticket Secured Business segment provides short‑term and medium‑term working capital solutions to small businesses and individuals via customized products without collateral.
• Offerings include Small Ticket Secured loans to salaried, self‑employed individuals and non‑individual entities for purposes such as medical emergencies, marriage, working capital, and business expansion.
• The business is highly retail, featuring high transaction volumes, small ticket sizes, and higher spread and margins.
• Lending in this segment requires stringent controls and monitoring to maintain portfolio health.
• Business metrics include loan book size, profitability, and delinquency minimization.
• Lending takes two forms – Personal Loans and Business Loans – leveraging the ABG ecosystem and channel partners.
• Higher funding costs impact profitability and competitive pricing.
• Understanding product market characteristics, channel dynamics, and local financial preferences is crucial for competitive advantage.
• The Area Sales Manager – Small Ticket Secured Business is responsible for operationalizing transactions, liaising with DSAs or customers, maximizing disbursals, profit, growth, and customer service.
• Deliver on the operational plan in a differentiated manner considering local factors, channel dynamics, and consumer preferences.
• Grow the business while navigating competitive realities in market share, network development, and cross‑sell opportunities.
• Proactively build and nurture new and existing DSA relationships, considering phased team expansion.
• Continuously upgrade financial and operational knowledge to achieve target performance.
• Stay abreast of market trends and local preferences.
• Ensure high loan conversion, sanction, utilization, and a robust sourcing funnel.
• Maintain credit quality and effective portfolio selection to minimize NPAs.
• Ensure compliant sales operations amid market cycles.

Enabling Skill Sets & Qualifications

• Execution excellence, business & commercial acumen, strong product understanding, and excellent communication and influencing skills.

Education & experience required: postgraduate with 8–10 years of total sales experience, at least the last 4–5 years in Small Ticket Secured lending.

4) Key Result Areas

• Identify and execute sales growth opportunities at a local/area level, driving channel expansion and new account acquisition.
• Segment the market and identify potential direct clients; approach them and generate business through customized loan structures.
• Deliver on sales targets by building strong DSA network relationships.
• Augment sales volumes of Small Ticket Secured lending, manage channel databases, and maintain a healthy pipeline.
• Drive faster TATs through effective loan sanctioning by building strong relationships with internal stakeholders.
• Track & report sales operations and productivity metrics, working toward a high‑performance sales culture.
• Actively participate in initiatives and contests driven by Business Development teams.
• Work with dual focus on sales volume and value (IRR).
• Track & ensure SLA adherence, sales efficiencies, and ROI.
• Adopt prescribed improvements in processes and best practices to enhance productivity.
• Analyze and communicate operational information as per agreed timelines and MIS formats for disbursements, profits, NPAs, channel expansion, new product launches, new branches, and new channel development.

5) Job Purpose of Direct Reports

Sales Managers – Small Ticket Secured Business (if any)

Responsible for building the book size for own area of coverage and developing the Small Ticket Secured segment with a robust, balanced portfolio in line with assigned targets; to devise & execute operational tactics for effective DSA engagement, market share enhancement, and achievement of business objectives; to work closely with Area Sales Manager and Zonal Head, and operationalize end‑to‑end Small Ticket Secured lending transactions with superior product delivery while ensuring credit quality of new acquisitions.

6) Relationships

Internal: ZSM – Small Ticket Secured, Reporting SMs – Small Ticket Secured (If any) – Daily – Need Based/Process Driven.

External: Existing and Prospective customers – Daily – CRM & understanding the need of new products/positioning changes; Product and business development initiatives.

7) Organizational Relationships

No additional structured relationships provided.