Job Description
Job Title
Area Sales Manager - Retail Unsecured (Salaried Loans)
Department
Retail Assets - Unsecured Loans
Reporting To
Regional Sales Manager / Zonal Business Head
Location
Madurai
Job Purpose
The Area Sales Manager - Retail Unsecured (Salaried) is responsible for driving unsecured loan business (primarily personal loans for salaried customers) across the assigned geography by leading multiple branch teams, strengthening channel partnerships, ensuring high-quality sourcing, and delivering profitable growth while maintaining strict adherence to credit and compliance norms.
Key Responsibilities
Business & Sales Ownership
- Own and deliver unsecured loan business targets (sourcing, disbursement, revenue) for the assigned area.
- Drive salaried segment acquisition through direct sales, branch channels, and digital funnels.
- Expand sourcing across corporates, payroll relationships, DSAs, and connectors.
- Plan and execute geography-specific growth strategies for penetration and market share.
- Monitor funnel metrics (login, approval, disbursement, TAT, drop-offs) and drive improvements.
- Ensure sourcing quality in line with defined risk appetite and policy guidelines.
Team Handling & Performance Management
- Lead and manage a team of Branch Sales Managers, Relationship Managers, and DSTs across locations.
- Set clear targets and drive daily/weekly/monthly performance reviews.
- Conduct regular market visits and joint calls to improve productivity and closures.
- Coach teams on product features, eligibility criteria, bureau (CIBIL) understanding, and income assessment.
- Build a high-performance culture with strong focus on discipline, engagement, and retention.
- Identify capability gaps and drive structured training interventions.
Channel & Corporate Relationship Management
- Build and deepen relationships with corporate clients for salaried employee sourcing.
- Manage DSAs, fintech partners, and aggregator channels to scale volumes.
- Drive strategic partnerships with HR/payroll teams for pre-approved and program-based sourcing.
- Ensure productivity and quality benchmarks across all sourcing channels.
Credit, Policy & Process Adherence
- Ensure adherence to unsecured loan credit policies, bureau norms, and compliance guidelines.
- Maintain strong control on documentation, fraud checks, and verification processes.
- Coordinate with Credit, Risk, Operations, and Fraud Control Units for smooth processing.
- Ensure audit readiness and zero tolerance for deviations or process lapses.
Customer Experience & Service Delivery
- Ensure seamless customer journey from application to disbursement.
- Act as escalation point for high-value or sensitive customer cases.
- Drive quick turnaround times (TAT) and high service standards.
- Promote cross-sell and repeat business from existing customers.
Portfolio Quality & Risk Management
- Monitor portfolio health including early delinquency, bounce rates, and vintage performance.
- Ensure sourcing discipline to minimize NPAs and credit losses.
- Work closely with collections teams for early bucket control and resolution.
- Conduct periodic portfolio reviews and implement corrective actions.
Key Skills & Competencies
- Strong multi-location team leadership and people management
- Deep understanding of unsecured lending (personal loans - salaried segment)
- Strong analytical ability on bureau, income, and risk profiling
- Excellent channel and corporate relationship management skills
- High execution orientation with strong control on quality and compliance
Educational Qualification
- Graduate in any discipline
- MBA / PGDM (Marketing / Finance) preferred
Experience
- 6-10 years of experience in unsecured retail lending (Personal Loans preferred)
- Minimum 3-4 years in team handling / area management role
- Experience in Banks / NBFCs / Fintech lending preferred
Key Performance Indicators (KPIs)
- Unsecured loan disbursement & sourcing achievement
- Area productivity and conversion ratios
- Portfolio quality (delinquency / bounce rates / GNPA)
- Channel productivity (DSA / corporate / digital)
- TAT adherence and customer satisfaction
- Audit & compliance scores
