Zonal Sales Manager-Retail - Unsecured Self-Employed BL-Lucknow

Aditya Birla Capital; Uttar Pradesh; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Aditya Birla Finance Limited in India seeks a Zonal Sales Manager – Business Loans to drive zone growth and maximise profit. You will lead Regional Sales Managers, expand channel partners and ensure disciplined execution of business plans.

The role emphasizes channel onboarding, partner negotiations, timely disbursement, and robust MIS with market intelligence to stay ahead of competition in Tier I and II locations.

Qualifications

• Experience in retail lending or SME loan products is preferred.
• Proven ability to drive channel expansion and partner management.

Responsibilities

• Grow zone revenue by expanding channel network and achieving topline targets.
• Identify and onboard channel partners; negotiate terms aligned with potential.
• Ensure timely disbursement with proper documentation and strong MIS.
• Gather market intelligence to inform policy and process improvements.

Skills

Channel management

Sales leadership

Negotiation

Channel partner onboarding

MIS & analytics

Job description

• Job Purpose: Write the purpose for which the job exists (in 2-3 lines)
  

• Job Purpose: Write the purpose for which the job exists (in 2-3 lines)
  

To execute the business objectives for the zone in line with the national STSL/STUL/BL/PLsegment objectives of book size, profitability, portfolio management, etc. in consultation with the National Head – STSL/STUL/PL/BL

• Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.
  

Business Workforce Number

Unit Workforce Number

Function Workforce Number

Department Workforce Number

• Job Context & Major Challenges: Write 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
  

Organization Context

Aditya Birla Finance Limited ("ABFL") is a lending subsidiary of Aditya Birla Capital Limited. ABFL is registered with RBI as a Systematically Important Non-Deposit accepting Non-Banking Finance Company (NBFC). ABFL is one of the top private diversified NBFCs in India. As of 31-Dec’20, ABFL has a pan-India presence with 91 branches and a lending book of Rs. 45,560 Crores.
ABFL offers end-to-end lending solutions to a diverse set of customers - Retail, HNI, MSMEs, and Mid & Large Corporates through secured as well as unsecured loan products. The diverse range of lending products includes Retail Small Ticket Secured and Unsecured Loans, Unsecured Personal Loans, Unsecured Business Loans, Health & Education Loans, Digital B2B2C and B2B2B Small Ticket Loans, Small Business Secured Loans, Loans Against Property (LAP), Lease Rental Discounting (LRD), Construction Finance (to Real Estate Developers), SME Loans, Capital Markets Loans (Loan Against Shares), Supply Chain Finance, Mid and Large Corporate Loans, and Infrastructure Finance loans. ABFL also has a Wealth Management division.
ABFL is rated “AAA” by India Ratings, ICRA and CARE (reaffirmed in 2020). ABFL secured the ABG Business Excellence Award in 2017 (Silver), and 2015 (Bronze), and multiple other Awards on forums like CII.

Job Context

Key Aspects

• The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes,
• Given nature of customers, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
• While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
• Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
• Understanding of product market characteristics such as channel relationship management, region specific occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
• The Zonal Sales Manager – Business Loans is responsible for driving the RSMs to maximize profit, growth & customer service objectives via a series of planned business development and channel expansion initiatives.

Key Challenges

• To build the zonal business in line with the adopted national strategy, i.e. starting with limited team strength/ depth and growing with expanding business operations and performance
• To build and grow the business while remaining cognizant of competitive realities in the following areas:
• Market linked product
• Market average IRR & processing fee levels
• Market average DSA pay-outs
• To originate and develop market share in Tier-I and II locations within the zone, against stiff competition, overcoming competitive pressures with sharp focus on efficiency and stakeholder satisfaction

Key Result Areas: Write the key results expected from the job and the supporting actions for each of these key result areas (For a majority of jobs typically there could be 4- 7 key result areas)

Key Result Areas

Supporting Actions

Business growth through Channel Management- Effectively grow and leverage channel network in Zone to ensure meeting of topline & bottom line targets

Channel types

• Direct Sales Agents
• Online aggregators
• Internal sources that provide qualified leads like marketing department
• Explore & identify potential channel partners in the zone
• Review evaluations of potential channel partners by Regional Heads in zone & approve/appoint them
• Meet & negotiate terms of engagement with potential zonal level channel partners in lines with business potential
• Onboard zonal level channel partners
• Constantly engage with & activate key zonal level channel partners while ensuring targeted ROEs for the channel partners
• Design engagement programs & sales training to develop channel partners
• Monitor SLAs, sales efficiencies and RoI of channels

Business growth through Customer Acquisition- Ensure customers are acquired by selling STUL towards meeting topline targets

• Identify business growth opportunities at a zonal level, drive new account acquisition strategies to achieve business objectives
• Cascade goals to Regions; Set weekly targets with Regional Heads
• Conduct weekly review of Regional Heads
• Manage sales forecasting, planning, and budgeting processes
• Meet zonal level customers along with channel partners
• Effectively deploy schemes and prioritize sales of high revenue products and structures
• Ensure alignment of cases put up by the channel partnerswith the internal policies /guidelines
• Ensure smooth coordination of team with internal stakeholders to process the applications
• Review suggested commercial terms by team for negotiation
• Ensure appropriate Funnel management in the Zone to ensure adequate conversion from login and disbursement
• Ensure fulfillment by team of qualified leads provided by online aggregators, internal sources

Disbursal & MIS- Drive timely disbursement of loans to customers with proper documentation to ensure satisfied customers across Zone; Ensure regular comprehensive MIS

• Ensure smooth coordination of team with vendors for timely submission of relevant customer documents
• Ensure smooth coordination of team with internal teams and response to their queries to ensure faster TAT & accurate disbursal
• Ensure completion of the transaction of team with customer with appropriate documentation
• Analyze and review periodic MIS reports for disbursements, profits, NPAs, channel expansion, new product launches, new branches, new channel development, etc., communicate to RSM as well as down the line, and drive appropriate actions through the team

Market Intelligence-Gather market intelligence towards evolving competitive business strategy, policies & processes

• Ensure systematic gathering of market intelligence in the zone to keep a pulse on industry and market developments, scan the market and its competitive offerings on a periodic basis for emerging trends and business opportunities
• Anlayse the Competition benchmarking done by the team
• Make recommendation to National Head basis competition benchmarking for changes in policy, processes for