RSM - Unsecured Salaried - Hyd

Aditya Birla Capital Ltd.; Telangana; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Aditya Birla Capital Ltd. is seeking a Regional Sales Manager for Personal Loans in Hyderabad to lead a team of ASMs and build a robust DSA network. The role focuses on achieving regional targets, expanding market share, and ensuring portfolio quality.

You will drive recruitment, training, and productivity improvements while collaborating with Credit, Risk, and Operations to ensure compliant, timely disbursals and effective portfolio management across channels.

Qualifications

• MBA preferred; Graduate candidate with strong business sense.
• Experience of 8–12 years in Personal Loans or unsecured lending.
• Minimum 3–5 years of managing multi-location sales teams.
• Proven ability to drive targets and regional growth.

Responsibilities

• Drive Personal Loan business growth across the assigned geography by achieving targets.
• Lead, mentor, and manage ASMs to improve productivity and performance.
• Develop and strengthen the DSA channel and drive business volumes.
• Monitor performance and ensure sustainable growth across sales channels.
• Formulate regional sales strategies to increase market penetration and acquisition.
• Conduct field visits to identify opportunities and improve conversions.
• Ensure compliance with credit, KYC, and regulatory guidelines while sourcing business.
• Collaborate with Credit, Operations, Risk, and Collections for portfolio management.
• Analyze market trends and competitor activities to devise sales initiatives.
• Drive recruitment, training, and capability building of ASMs and sales teams.

Skills

Leadership

People management

Stakeholder management

Communication

Negotiation

Analytical skills

DSA channel management

Business development

Team management

Education

MBA preferred

Graduate

Job description

Job Description – Regional Sales Manager (Personal Loans)

Position: Regional Sales Manager – Personal Loans

Location: Hyderabad

Function: Sales

Reporting To: Zonal Sales Manager

Job Purpose

To drive Personal Loan business across the assigned region by managing a team of Area Sales Managers (ASMs) and developing a strong Direct Selling Agent (DSA) network. The role is responsible for achieving business targets, expanding market presence, ensuring portfolio quality, and driving productivity across all sales channels.

Key Responsibilities

• Drive Personal Loan business growth across the assigned geography by achieving monthly, quarterly, and annual sales targets.
• Lead, mentor, and manage a team of Area Sales Managers (ASMs) to improve productivity, efficiency, and business performance.
• Develop and strengthen the DSA channel by onboarding quality DSAs, maintaining strong relationships, and driving business volumes.
• Monitor DSA-wise and ASM-wise performance, ensuring target achievement and sustainable business growth.
• Formulate regional sales strategies to increase market penetration and customer acquisition.
• Conduct regular field visits with ASMs and DSAs to identify business opportunities and improve sales conversions.
• Ensure adherence to credit, compliance, KYC, and regulatory guidelines while sourcing business.
• Collaborate with Credit, Operations, Risk, and Collection teams for efficient processing and portfolio management.
• Analyze market trends, competitor activities, and customer requirements to devise effective sales initiatives.
• Drive recruitment, training, and capability building of ASMs and sales teams to enhance overall productivity.
• Review sales MIS, funnel management, disbursal trends, and conversion ratios to ensure consistent business growth.
• Maintain portfolio quality by ensuring business is sourced from the right customer segments and monitoring delinquency indicators.
• Build and maintain strong relationships with key DSAs, channel partners, and other stakeholders to maximize business opportunities.
• Identify new geographies and expansion opportunities to increase regional market share.
• Conduct periodic business reviews and implement corrective action plans to bridge performance gaps.

Key Performance Indicators (KPIs)

• Personal Loan Disbursement Achievement
• DSA Productivity and Activation
• ASM Productivity
• Customer Acquisition
• Market Share Growth
• Portfolio Quality and Delinquency Control
• Conversion Ratio
• Revenue and Profitability
• Geographic Expansion
• Team Engagement and Retention

Desired Candidate Profile

• Graduate; MBA preferred.
• 8–12 years of experience in Personal Loans, Unsecured Lending, or Retail Assets.
• Minimum 3–5 years of experience in managing multi-location sales teams.
• Strong exposure to DSA channel management and business development.
• Proven track record of achieving sales targets and driving regional growth.
• Strong leadership, people management, and stakeholder management skills.
• Excellent analytical, negotiation, and communication skills.

Core Competencies

• Sales Leadership
• DSA Channel Management
• Business Development
• Team Management
• Strategic Planning
• Market Intelligence
• Stakeholder Management
• Performance Management
• Credit & Risk Awareness
• Result Orientation