Area Sales Manager - Mumbai

Job Description

Job Purpose
The Area Sales Manager (Business Loans) drives sourcing and disbursement of SME and business loan products through Sales Managers and their referral partner networks in the assigned area. The role focuses on expanding the business loan portfolio, accelerating disbursements, and ensuring strong partner activation while maintaining portfolio quality and compliance.

Role Dimensions

• Team span: 7-10 Sales Managers
• Geography: Mumbai and adjoining markets
• Products: Business Loans, LAP, Working Capital, Commercial Lending
• Channels: Referral partners, DSAs, connectors, open market
• Key metrics: Partner activation, sourcing, disbursement, portfolio quality, NPAs

Key Responsibilities

• Lead and manage Sales Managers to achieve sourcing and disbursement targets
• Drive onboarding, activation, and productivity of referral partners/DSAs
• Develop area sales plans based on market potential and competition
• Build SME customer relationships and local market presence
• Monitor funnel, disbursement, and portfolio quality metrics
• Coordinate with credit and operations for smooth processing and TAT
• Track performance and drive corrective actions to meet targets
• Support cross-sell of ABC lending solutions through partner ecosystem

Key Challenges

• Achieving growth while maintaining credit quality and low NPAs
• Competing with banks/NBFCs/fintechs on pricing and turnaround time
• Ensuring consistent partner productivity and retention
• Managing compliance and documentation quality in open-market sourcing
• Building sustainable SME pipelines in a competitive market

Direct Report Role (Sales Manager)
Sales Managers onboard and manage referral partners and source business loan opportunities through partner and direct channels. They are responsible for partner activation, lead generation, customer acquisition, and compliant case processing to achieve sourcing and disbursement targets while maintaining portfolio quality.