Field Sales Manager

Role: 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 business performance for the assigned territory or cluster by managing Relationship Managers, growing institutional partnerships, improving team productivity, and delivering agreed business and portfolio-quality targets

Key Responsibilities

• Own territory/cluster-level sales targets and execution plans.
• Manage, coach, and monitor the performance of Relationship Managers.
• Set daily, weekly, and monthly targets and track achievement against plan.
• Drive acquisition and activation of colleges, universities, coaching institutes, and other education partners.
• Build relationships with institute management, admission teams, counsellors, finance teams, and other key stakeholders.
• Conduct joint field visits with RMs and support important institutional meetings.
• Review the complete funnel from lead generation to login, approval, and disbursement.
• Identify productivity gaps and implement corrective action plans for RMs and institutes.
• Coordinate with Credit, Operations, RCU, Product, Marketing, Collections, and Customer Support for issue resolution.
• Drive productivity of existing institutes and identify cross-sell or incremental business opportunities where applicable.
• Track competition and local market intelligence and share actionable insights with the ASM.
• Conduct regular team reviews and maintain accurate sales MIS and forecasts.
• Ensure adherence to company processes, compliance requirements, risk controls, and sales governance

Key Performance Indicators (KPIs)

• Territory/cluster disbursement value and volume
• Monthly target achievement
• RM productivity and target achievement
• New institute acquisition and activation
• Institute-wise productivity
• Lead, login, approval and disbursement conversion
• Portfolio quality
• Team field productivity and forecast accuracy

Experience & Qualifications

• Graduate/MBA or equivalent qualification.
• Typically, 34 years of relevant sales/business-development experience, preferably in fintech, NBFC, BFSI, education finance, or related sectors.
• Prior experience managing field sales teams or institutional relationships preferred

Key Skills & Competencies

• Team leadership and coaching
• Territory management
• Institutional relationship management
• Sales funnel management
• Data analysis and MIS
• Negotiation and stakeholder management
• Execution and problem solving