Area Sales Manager (Field Sales)

Role: Area Sales Manager (Field Sales) with hands-on experience in the educational loans sector, managing field sales, customer acquisition, and education loan sourcing.

Job Summary

Own the overall sales and business performance of the assigned area by leading Sales Managers and Relationship Managers, expanding the institute network, strengthening strategic education-partner relationships, and ensuring achievement of disbursement, productivity, growth, and portfolio-quality objectives

Key Responsibilities

• Own the overall business target and performance for the assigned area.
• Lead, coach, and manage Sales Managers and the broader field sales organization.
• Create area-level business plans covering institute acquisition, activation, productivity, and revenue/disbursement growth.
• Build and maintain senior relationships with colleges, universities, coaching institutes, and other education partners.
• Identify high-potential institutes and develop strategies to increase their business contribution.
• Review SM/RM performance across leads, logins, approvals, conversions, and disbursements.
• Conduct regular business reviews and define corrective actions for underperforming teams or institutes.
• Drive acquisition of strategic and high-value institutional partnerships.
• Work cross-functionally with Credit, Operations, RCU, Product, Marketing, Collections, and Customer Support to remove business bottlenecks.
• Monitor market trends, competitor activity, product positioning, and local opportunities.
• Ensure adherence to company policies, internal controls, compliance standards, and applicable regulatory requirements.
• Provide management with area-level forecasts, business insights, risks, and action plans

Key Performance Indicators (KPIs)

• Area-wise disbursement value and volume
• Target achievement and growth
• SM and RM productivity
• New institute acquisition and activation
• Existing institute productivity
• Lead-to-login and login-to-disbursement conversion
• Portfolio quality and business sustainability
• Forecast accuracy and execution of action plan

Experience & Qualifications

• Graduate/MBA or equivalent qualification; postgraduate qualification preferred.
• Typically, 46+ years of relevant sales/business-development experience, preferably in fintech, NBFC, BFSI, education finance, or related sectors.
• Experience managing multi-layer field sales teams and institutional partnerships

Key Skills & Competencies

• Leadership and people management
• Strategic sales planning and territory management
• Enterprise/institutional relationship management
• Data-driven performance management
• Negotiation and stakeholder management
• Strong communication and presentation skills
• Problem solving and cross-functional collaboration