Location Manager - Retail Secured - Barshi

Role overview

This role sits within Aditya Birla Finance Ltd. in the Financial Services business, under the Sales function and Secured Lending department. The position is responsible for expanding the secured lending book in the assigned geography, developing a balanced portfolio, and delivering against business targets through effective channel management and strong execution.

The role works closely with Regional Sales Managers to run end-to-end secured lending transactions, improve market share, and maintain high credit quality in new sourcing.

Business context

Aditya Birla Finance Limited is a lending subsidiary of Aditya Birla Capital Limited and is registered with RBI as a systemically important, deposit-free NBFC. The company has a pan-India presence, a diversified lending portfolio across retail, HNI, MSME, mid and large corporates, and a strong focus on digital and scalable retail growth.

The business environment is characterized by high transaction volumes, smaller ticket sizes, strict controls, and continuous monitoring to protect portfolio quality. Profitability is driven by funding cost efficiency and competitive loan pricing.

Purpose of the role

The objective of this position is to grow the secured lending book in the assigned area, strengthen the source mix, and execute local market tactics that improve channel engagement, conversion, and business outcomes. The role also ensures that operational execution, customer servicing, and credit quality remain aligned with business goals.

Key responsibilities

• Identify growth opportunities in the local market and support expansion of channels and new customer acquisition.
• Build and maintain a strong network of DSAs and influence channel performance to achieve sales targets.
• Segment the market, identify potential direct customers, and convert opportunities through tailored secured loan structures.
• Expand secured lending volumes by managing channel databases and using them tactically to keep the pipeline healthy.
• Work with internal teams to speed up sanctioning and shorten turnaround times, helping widen the customer base and channel reach.
• Monitor sales productivity, track operational metrics, and contribute to a high-performance sales environment.
• Participate actively in business development drives, contests, and other revenue-building initiatives.
• Balance sales volume with value creation by focusing on interest rate realization and business quality.
• Track SLA compliance, operational efficiency, and return on investment across the team.
• Adopt process improvements and share suggestions that raise productivity and strengthen execution.
• Prepare and share periodic MIS and performance updates on disbursements, profits, NPAs, channel growth, branch expansion, and new product activity.
• Build and deepen the distribution network through networking, market engagement, and product positioning.
• Study competitors and market movements regularly to identify trends and new business opportunities in secured lending.
• Engage DSAs through structured touchpoints to improve customer connect, processing speed, and disbursement flow.
• Coordinate with risk and operations teams to ensure customer-friendly yet robust loan approval and booking processes.
• Suggest ways to improve procedures and tools so customer experience improves while processing time reduces.
• Handle customer queries and complaints promptly and work personally to speed up issue resolution.
• Use direct customer relationships to support post-sanction monitoring and identify early warning signals for stress or NPA risk.
• Operate in a compliant manner and coordinate with the risk team to follow risk management principles throughout the sales cycle.
• Ensure completion of deal documentation and credit administration requirements, including escrow account opening for receivables lending where needed.
• Spot risk indicators early, escalate concerns in advance, and protect portfolio quality through disciplined process adherence.
• Work with channel partners, customers, and the risk team on escalations and exception handling.
• Partner with peer sales managers and reporting managers to overcome challenges and drive acquisition and channel performance.
• Maintain strong working relationships with internal stakeholders such as operations, risk, HR, and IT to ensure smooth business delivery.

Job context and challenges

The role requires building a differentiated local strategy in a competitive secured lending market, especially given the business’s relatively late entry into the segment. It also demands strong funnel creation, high conversion efficiency, sound negotiation skills, and the ability to stay current on market developments and regulatory changes while maintaining compliance.

Dimensions

The following FY21 reference metrics were provided for the secured lending business: disbursements of Rs. 50 crores, average ROI of 14.50%, fee income of 1.45%, cross-sell of 1.10%, and 12 MOB front-end resolutions at 95.00%.

Reporting and team structure

The role is under the secured lending sales structure. Sales Managers for STSL report into this position and are responsible for executing local strategy, strengthening existing relationships, building new channels, and supporting target achievement and operational plans.

Relationships

Internal contacts include the Regional Sales Manager - Secured, reporting Sales Managers - Secured, HR, IT, Risk, and Operations. External contacts include existing and prospective customers as well as channel partners such as DSAs. These relationships are used for business MIS, market development reviews, target progress, escalations, performance reviews, systems support, proposal evaluation, portfolio monitoring, client servicing, and product/business development initiatives.

Additional information

Business: Financial Services
Unit: Aditya Birla Finance Ltd.
Location: Pan India
Function: Sales
Department: Secured Lending
Designation: Area Sales Manager - STSL
Manager designation: Regional Sales Manager - STSL
Date of JD update: 25 March 2021

Poornata position details were referenced in the source, including position number fields and reporting hierarchy, but no specific identifiers were provided in the text.