Territory Sales Manager-Lucknow

Birla Carbon; Lucknow; On-site; INR 500,000 - 1,000,000; Full time

Job summary

Birla Carbon in Lucknow is seeking a talented Territory Sales Manager to drive sales growth and manage relationships in the region. The ideal candidate will focus on building strong networks, delivering on sales targets and executing operational plans effectively.

Responsibilities include identifying sales opportunities, managing customer interactions, and coordinating with risk and operations teams to enhance the lending process. A thorough understanding of the unsecured lending landscape is essential.

Qualifications

• Proven track record in sales and customer relationship management.
• Strong understanding of unsecured lending products.
• Ability to identify and seize business growth opportunities.

Responsibilities

• Identify and execute sales growth opportunities at the local level.
• Deliver on sales targets by building strong local relationships.
• Coordinate with risk and operations teams for customer-friendly loan processes.

Skills

Sales growth opportunities identification

Relationship building

Market segmentation

Customer connectivity

Risk management

Job description

Territory Sales Manager – Lucknow

Designation: Territory Sales Manager

Location: Shalimar Logix, Lucknow, Uttar Pradesh, India

Job Description

Organizational Context

Aditya Birla Finance Limited (ABFL), the debt arm of Aditya Birla Capital (ABC), provides specialized lending and financing solutions across capital markets, corporate/trade finance, commercial real estate, mortgages, unsecured lending, digital lending and wealth management. Ranked among the top 5 NBFCs in India, ABFL has grown to a balance sheet of INR 60,000 Cr and continues to focus on sustainable profitability.

Key Aspects

• The Direct Unsecured – Self Employed product line funds short‑term and medium‑term working capital needs of individuals, businesses, and professionals without collateral.
• Offers unsecured loans to self‑employed individuals, non‑individual entities and professionals, with end use of funds (working capital, expansion, etc.) determined during the loan appraisal.
• The business is highly retail, characterized by high transaction volumes, smaller ticket sizes, and higher spreads and profit margins (up to four times that of secured products).
• Given the unsecured nature, stringent controls and monitoring are required to maintain portfolio health and quality.
• Business objectives focus on loan book growth, profitability and minimizing delinquency.
• Higher funding costs affect profitability and competitiveness of loan rates.
• Understanding product market characteristics – referral relationships, regional occupations, local financial preferences – is essential for competitive advantage.
• The Relationship Manager operationalises transactions and liaises with end customers in the coverage area to maximise disbursals, profit, growth and customer service.
• Deliver operational plans in the assigned coverage area, tailoring approaches to local factors, market dynamics and consumer preferences to withstand competitive pressures.
• Meet business volume/value targets while keeping abreast of and overcoming competitor product offerings and customer schemes.

Key Result Areas

Supporting Actions

• Identify and execute sales growth opportunities at the local/area level, driving referral and professional loan expansion and new account acquisition.
• Deliver on sales targets by building strong relationships in the local network.
• Segment the market and identify potential direct clients, approach them and generate business through customized loan structures that meet client requirements and generate good margins.
• Conduct regular meetings and sales calls with prospective clients to source business.
• Increase unsecured lending volumes, manage channel databases and tap them strategically to ensure a healthy sales pipeline.
• Drive faster TATs through effective loan sanctioning by building relationships with internal stakeholders, expanding channel presence and customer base.
• Work with dual focus on sales volume and value (IRR).
• Track and ensure SLA adherence, sales efficiencies and ROI.
• Adopt prescribed improvements in processes and best practices to enhance operational productivity and suggest improvements.
• Develop and strengthen distribution network through networking and liaison efforts, considering product positioning and competitive pressures.
• Scan the market and its competitive offerings periodically; report on emerging trends and business opportunities for the unsecured segment.
• Engage with the local network and execute the agreed touch‑point management system for faster customer connectivity and loan processing‑disbursement; escalates issues appropriately for timely resolution.
• Coordinate with risk and operations teams to execute robust, customer‑friendly loan approval and booking processes.
• Recommend improvements to operating procedures and technological tools to enhance customer experience through reduced processing TATs while ensuring compliant operations.
• Ensure customer queries/complaints are addressed in a timely and effective manner and coordinate personally to expedite the same.
• Leverage close direct customer relationships to carry out post‑sanction surveillance and generate early warning signals on NPAs.
• Execute compliant sales operations and work in line with risk management principles via coordination with the risk team.
• Ensure closure of deal documentation and credit administration requirements, including opening of escrow accounts for receivables lending in line with regulatory and financial controls.
• Support risk management by maintaining focus on prescribed guidelines and process checks at all stages of the unsecured loan transaction and raising potential alarm cases in advance.
• Proactively identify and report risks to ensure portfolio quality is maintained.
• Liaise with channel partners, customers and the risk team on specific escalation cases.
• Partner with peer RMs to overcome challenges and support sales growth via effective channel management and customer acquisition.
• Proactively build and maintain relationships with key internal stakeholders (e.g., Operations, Risk Management) for smooth and efficient transactions and issue resolution.