Location Manager - Secured Micro Loan Segment, Sitamarhi, Bihar

Overview

This role aims to steer sales and business expansion in the designated city or branch alongside the Territory Head (Sales), focusing on achieving defined targets through effective team leadership while strictly following sales processes and guidelines. The position requires coordinating with Risk, Operations, and Sales Governance teams to maintain portfolio health, managing exceptions, and facilitating resolution of challenges to ensure sales goals are met. Additionally, this role encourages cross-selling across Aditya Birla Finance entities as per regional strategies.

Business Context and Challenges

Aditya Birla Finance Limited (ABFL), a key subsidiary of Aditya Birla Capital, is a leading non-banking financial company specializing in secured lending products, including the emerging Secured Micro Loan Business. This segment focuses on financing short to medium-term working capital needs for small businesses and individuals using collateral-based products characterized by high volume, smaller amounts, and attractive profit margins. The position entails stringent adherence to controls to safeguard portfolio quality and profitability amidst competitive market dynamics.

The main challenges involve effectively penetrating and growing market share within the territory by responding to competitive pricing, leveraging local networks to develop leads, continuously updating the team’s financial and operational expertise, and ensuring compliant sales operations while minimizing non-performing assets.

Key Responsibilities

• Collaborate with the Territory Head to design branch sales plans considering local market conditions, competitive environment, and product offerings.
• Monitor industry trends and competitive movements within the local market.
• Oversee branch operations from sourcing to governance, fostering a performance-driven sales culture.
• Communicate sales targets and business objectives to the team, facilitating understanding of product USPs to boost sales effectiveness.
• Identify and capitalize on business growth opportunities by acquiring new customers and enhancing engagement.
• Support the team in managing complex or critical sales transactions and customer grievances.
• Implement process improvements to streamline operations across sourcing, approvals, servicing, and collections stages.
• Promote adherence to risk management protocols and partner with Risk and Operations teams to uphold credit quality.
• Drive strategic cross-selling initiatives by aligning team efforts with broader organizational goals.
• Guide team development through training, supervision, and performance management.

Skills and Qualifications

A bachelor's degree and 6 to 8 years of overall sales experience in the banking or NBFC sector are essential, with at least the last 3 to 4 years focused on micro or affordable loan sales. Candidates should demonstrate business acumen, team leadership, operational skill, and deep understanding of local market nuances for secured micro loans.

Stakeholder Management

This role involves frequent interaction with internal stakeholders including Territory Heads, Relationship Officers, HR, IT, Risk, and Operations departments to coordinate processes and drive sales outcomes, as well as regular liaison with external customers and industry forums to sustain market presence.