Location Manager - Rajkot

Role Overview

This position is responsible for steering sales growth across an assigned area or branch in coordination with the Territory Head (Sales). The role focuses on achieving business targets, maintaining process discipline, and supporting portfolio quality while working closely with Risk, Operations, and Sales Governance teams. It also involves resolving complex cases, removing execution bottlenecks, improving productivity, and promoting cross-selling across Aditya Birla Capital and Aditya Birla Finance Group offerings based on regional plans and customer needs.

Business Context

The role sits within the Financial Services business under Aditya Birla Capital Ltd, in the Sales function and the STSL – D2C department. It is designed for an Area Head reporting to a Territory Head.

Organizational and Market Context

• Aditya Birla Capital’s finance arm provides lending and financing solutions across Capital Markets, Corporate/Trade Finance, Commercial Real Estate, and Mortgages.
• The organization is among India’s top 25 NBFCs and has a balance sheet exceeding INR 15,000 Cr, placing it ahead of several mid-sized banks and NBFCs.
• The company is focused on becoming a highly reputed and significant lender across retail HNI and corporate segments.
• It has invested heavily in systems and processes and has ISO 9001:2008 certification across all business processes.
• With operations spread across 18 cities, the business aims to expand into new geographies and product lines while offering customers a one-stop solution for financing needs.
• Having built strength in secured lending, the company has expanded into the Secured Micro Loan business to leverage its financial base in a controlled higher-yield segment.

Job Purpose

The role exists to plan and drive sales and business expansion for the assigned city or branch along with the Territory Head. It must deliver target achievement through team leadership while fully following sales processes and guidelines. The position also participates in approval decisions with Risk as per the approval matrix, works to protect portfolio health, supports profitability improvements, and helps the team handle difficult cases. In addition, it encourages cross-selling of group products and solutions to match regional plans and specific customer requirements.

Job Context and Key Challenges

Secured Micro Loan Business Context

• The product line serves short- and medium-term working capital needs of small businesses and individuals through customized loan products backed by collateral.
• Loans are offered to self-employed individuals and non-individual entities, with end-use evaluation performed during appraisal.
• The business is highly retail-led, with large transaction volumes, smaller loan sizes, and margins that can be up to four times higher than secured lending products.
• Because of the nature of the loans, strong controls and continuous monitoring are necessary to preserve portfolio quality.
• Business success is measured largely through loan book size, profitability, and low delinquency.
• High funding cost directly affects profitability and the pricing competitiveness of loans.
• Local market knowledge, connector relationships, occupation patterns, and regional financial preferences are important for lead generation and loan structuring.
• The Area Head (Sales) is accountable for meeting the sales goals agreed with the Territory Head in terms of book size, profitability, growth, and customer service.

Key Challenges

• Delivering the operating plan in the assigned geography while factoring in local market conditions, channel dynamics, and customer behavior.
• Growing the business in a competitive environment with market-linked products, pricing pressure, and benchmark IRR and processing fee levels.
• Building market share against entrenched competitors, stronger networks, and aggressive pricing.
• Creating a reliable local network to generate leads and identify cross-sell opportunities.
• Strengthening the financial and operational knowledge of self and team to improve loan processing, negotiation, and relationship management.
• Staying current on market trends, customer needs, and local preferences.
• Maintaining strong conversion, sanction, and utilization ratios while ensuring a healthy sourcing funnel to meet targets.
• Protecting asset quality through effective pre-screening and portfolio selection to reduce NPA risk.
• Keeping sales operations compliant even under pressure from market cycles and business targets.

Skills and Qualifications

• Strong commercial judgment and business understanding
• People leadership and team management
• Clear communication and stakeholder coordination
• Execution focus and target orientation
• Understanding of lending products and market dynamics
• Operations integration and control orientation
• Risk awareness and portfolio discipline
• Ability to manage customer relationships and negotiations

Experience and Education

A graduate degree is required. The role calls for 6 to 8 years of total sales experience in Banking or NBFCs, including at least 3 to 4 recent years in micro loan or affordable loan sales.

Key Result Areas

• Plan and manage branch sales by building the team approach with the Territory Head, tracking market movements, overseeing sourcing and governance, and reviewing MIS on disbursement, profitability, NPAs, and expansion.
• Drive customer acquisition and engagement by identifying growth opportunities, handling complex cases, managing escalations, and improving customer satisfaction through targeted actions.
• Improve operational effectiveness by strengthening processes across sourcing, approval, servicing, and collections, while reducing turnaround time and increasing productivity.
• Promote cross-selling of Aditya Birla Finance Group products by aligning the team to the agreed strategy and providing communication, training, and support.
• Develop and guide the team, coordinate internally, and support training and capability building for better business performance.
• Manage portfolio health and risk by working with Risk, Operations, and Sales Governance, monitoring approvals, disbursements, documentation, delinquency, and NPA trends.

Direct Report Purpose

Relationship Officer / Relationship Manager: Responsible for building branch or area book size against assigned targets through efficient management of the customer lifecycle, including sourcing, approval, servicing, and collections, while maintaining a strong funnel, generating revenue, and supporting profitability.

Job Notes

The source text does not specify salary, openings, start date, or application deadline. It also does not provide a separate perks section. The date of JD preparation or update is 18/5/2026. The role is based in Rajkot, Gujarat, India, and is a full-time onsite position.