Location Manager - Retail Secured LAP - Kolkata

Aditya Birla Capital; West Bengal; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Aditya Birla Capital is seeking an Area Sales Manager for the Small Ticket Secured Business. The role focuses on delivering local strategy and achieving sales targets while managing relationships with the DSA network.

The ideal candidate has a postgraduate degree and 8-10 years of experience in sales, particularly in secured lending. Strong communication skills and experience in managing a sales force are essential for driving business growth.

Qualifications

• 8-10 years of total sales experience, with at least 4-5 years in Small Ticket Secured lending.
• Experience in managing a sales force for retail loans.
• Strong execution excellence and commercial acumen.

Responsibilities

• Deliver on area and local strategy for Small Ticket Secured Business.
• Build and maintain relationships with the DSA network.
• Monitor credit quality and maintain compliance.
• Track and report on sales operations and productivity metrics.

Skills

Sales experience

Strong communication skills

Client acquisition

Sales strategy execution

Education

Postgraduate degree

Job description

Role Summary

Area Sales Manager (Small Ticket Secured Business) – responsible for delivering the local strategy, achieving sales targets and operational plans in the Small Ticket Secured Business segment. The role involves building and maintaining relationships with the DSA network, managing end‑to‑end loan transactions, ensuring compliance, and driving business growth within the assigned coverage area.

Responsibilities

• Deliver on area and 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.
• Proactively address customer and DSA issues, escalating cases such as fraud alerts, complaints or exception handling to ensure smooth operations.
• Own end‑to‑end Small Ticket Secured business transactions in the assigned area, coordinating with the Risk team for credit quality and compliant sales operations.
• Grow business penetration by partnering, negotiating, and building relationships with the DSA network, and directing and building the capability of sales managers (if any) assigned.
• Track and report on sales operations and productivity metrics, working toward a high‑performance sales culture.
• Monitor and maintain credit quality and portfolio selection to minimize potential NPAs and ensure compliance with sales operations standards.

Qualifications

• Postgraduate degree.
• 8‑10 years of total sales experience, with at least the recent 4‑5 years in Small Ticket Secured lending.
• Strong execution excellence, business and commercial acumen, sound product understanding, and excellent communication and influencing skills.
• Experience in managing a sales force for retail loans (e.g., PL, BL, STSL, STUL, THE).

Key Result Areas

• Sales Growth & Client Acquisition
  • Identify and execute sales growth opportunities at a local/area level, driving channel expansion and new account acquisition.
  • Segment the market, approach potential direct clients, and generate business through customized loan structures that meet client requirements and maintain good margins.
  • Build strong relationships within the DSA network to deliver on sales targets and influence DSA outcomes.
  • Track and report on sales operations and productivity metrics, contributing to a high‑performance sales culture.
• Operational Effectiveness
  • Balance sales volume and value (IRR) through the team.
  • Track and ensure SLA adherence, sales efficiencies, and ROI.
  • Implement process improvements and best practices to enhance operational productivity.
  • Communicate operational information periodically in agreed MIS formats for disbursements, profits, NPAs, channel expansion, and new product launches.

Relationships

• Internal – Zonal Sales Manager, Reporting Sales Managers, HR, IT, Risk, Operations. Interaction levels include weekly and daily reviews, performance assessments, and system support.
• External – Existing and prospective customers, channel partners (DSAs). Interaction includes daily CRM updates, product positioning, and client escalation handling.