Location Manager _ Retail Secured _ Katni

Aditya Birla Capital; Madhya Pradesh; On-site; INR 700,000 - 900,000; Full time

Job summary

Aditya Birla Capital is seeking a Sales Manager to drive area sales and business growth in Madhya Pradesh. The ideal candidate will have 6-8 years of sales experience in Banking/NBFC, including 3-4 years specifically in Micro/Affordable loan sales. Responsibilities include developing branch sales plans, managing customer acquisition efforts, and ensuring operational effectiveness while mitigating risks. This role requires strong team management and communication skills, along with deep product-market understanding. The position promotes local market engagement with cross-selling opportunities.

Qualifications

• 6–8 years of total sales experience in Banking/NBFC.
• At least 3–4 years in Micro/Affordable loan sales.

Responsibilities

• Plan branch sales with the Territory Head.
• Drive new customer acquisition and local business growth.
• Manage efficient processes across the customer lifecycle.
• Implement cross-selling strategies and provide team training.
• Coordinate with stakeholders for cross-functional alignment.
• Ensure risk controls and support credit monitoring.

Skills

Business/commercial acumen

Team management

Communication

Execution

Product-market understanding

Operations integration & controlling skills

Education

Graduate degree

Job description

Overview

Business Financial Services

Unit Aditya Birla Capital Ltd

Function Sales

Reports to Function: Sales

Job Purpose

The purpose of this job is to plan area (city/branch) sales and business growth with the Territory Head (Sales) and achieve set targets through the team while complying with sales processes and guidelines at all times. It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. It also drives cross-selling across ABFL and ABFSG products/solutions as per regional plans and unique client requirements.

Dimensions / Quantitative Parameters

Business Workforce Number (Max 254 Characters); Unit Workforce Number (Max 254 Characters); Function Workforce Number (Max 254 Characters); Department Workforce Number (Max 254 Characters); Other Quantitative and Important Parameters for the job: Budgets/Volumes/No. of Products/Geography/Markets/Customers or any other parameter.

Job Context & Major Challenges

Describe the specific aspects of the job that provide a challenge (internal and external) to the jobholder in the context of the Business/Unit/Function/Department/Section. (Max 3975 characters).

Organizational Context — Key Aspects

• The debt arm of Aditya Birla Capital (ABC) offers specialized lending and financing solutions in Capital Markets, Corporate/Trade Finance, Commercial Real Estate and Mortgages. Ranked among the top 25 NBFCs in India, ABFL has a balance sheet exceeding INR 15,000 Cr and a presence across 18 cities.
• Vision to be a reputed and material financier across Retail HNI and corporate clientele; investments in process and system infrastructure; ISO 9001:2008 certification across processes.
• Expansion plan into new geographies and product segments to provide a one-window shop for financing needs.

Job Context — Key Aspects

• The Secured Micro Loan Business segment provides working capital funding for small businesses and individuals via customized short and mid-term products with collateral.
• Offerings include Secured Micro Loans to self-employed individuals/non-individual entities for working capital and business expansion; high transaction volumes with smaller ticket sizes.
• Business features higher spreads and profitability; requires stringent controls to ensure portfolio health and quality.
• Unit sizing is by loan book, with profitability and delinquency management as key objectives; funding cost impacts pricing and competitiveness.
• Understanding local market characteristics is important for competitive loan structuring and lead identification.
• AH (Sales) – ABFL is responsible for achieving sales targets as agreed with Territory Head (Sales) – ABFL.

Key Challenges

• Deliver on operational plan in the assigned area with differentiated, local adaptations while withstanding competitive pressures.
• Grow the business while considering market realities: product positioning, processing fees, and competitive dynamics.
• Originate and increase market share against competition; develop a strong local network for leads and cross-sell opportunities.
• Upgrade financial/operational know-how of self and team for efficient loan processing and relationship building; stay updated with market trends.
• Maintain high loan conversion/sanction/utilization and a robust sourcing funnel; ensure credit quality and minimize NPAs.
• Ensure compliant sales operations despite sales pressures and market cycles.

Enabling Skill Sets & Qualifications

• Critical skills: business/commercial acumen, team management, communication, execution, product-market understanding, and operations integration & controlling skills.

Education & Experience

A graduate with 6–8 years of total sales experience in Banking/NBFC, with at least 3–4 years in Micro/Affordable loan sales.

Key Result Areas (KRAs)

Key results and supporting actions to be updated (examples below).

• Branch Sales Planning & Management
  • Work with Territory Head (Sales) on devising the branch sales plan and team approach to achieve targets; cascade to branch teams.
  • Track industry and market developments; oversee end-to-end branch operations and performance.
  • Provide data for periodic MIS on disbursements, profitability, NPAs, and market expansion.
• Customer Acquisition / Engagement
  • Identify local business growth opportunities and drive new customer acquisition to build a targeted book.
  • Support critical/complex transactions and clearly communicate targets, role expectations, product characteristics, and USPs.
• Operational Effectiveness
  • Drive adoption of efficient processes across the customer lifecycle; manage local distribution and drive process efficiencies.
• Cross-Selling across ABFSG products
  • Drive initiatives aligned with Cross-Selling strategy; provide training and guidance to team members.
• Team and Internal Stakeholder Management
  • Develop team members; coordinate with internal stakeholders for smooth cross-functional alignment.
• Portfolio & Risk Management
  • Work with Risk, Operations and Sales Governance to ensure risk controls; support credit approval and monitoring; review MIS and NPAs.

Relationship & Sign-Off

Relationship Officer/Relationship Manager: Responsible for building book size to targets while ensuring sourcing funnel, revenue, profitability, MIS, and portfolio management; end-to-end transaction management with adequate credit quality monitoring.

Relationship Type / Frequency / Nature: Internal and External stakeholder interactions as outlined (e.g., Territory Head, HR, IT, Risk, Operations; weekly/need-based; daily interactions).

Organizational Relationships: Provide the structure for a level above and below the position; include reports and reporting lines.

SIGN-OFF: Provide the name of the Manager and the jobholder. Signature for hard copy.