Job Description

Job Description - Regional Sales Manager (Personal Loans)

Position: Regional Sales Manager - Personal Loans
Location: Hyderabad
Function: Sales
Reporting To: Zonal Sales Manager

Job Purpose

To drive Personal Loan business across the assigned region by managing a team of Area Sales Managers (ASMs) and developing a strong Direct Selling Agent (DSA) network. The role is responsible for achieving business targets, expanding market presence, ensuring portfolio quality, and driving productivity across all sales channels.

Key Responsibilities

1. Drive Personal Loan business growth across the assigned geography by achieving monthly, quarterly, and annual sales targets.

2. Lead, mentor, and manage a team of Area Sales Managers (ASMs) to improve productivity, efficiency, and business performance.

3. Develop and strengthen the DSA channel by onboarding quality DSAs, maintaining strong relationships, and driving business volumes.

4. Monitor DSA-wise and ASM-wise performance, ensuring target achievement and sustainable business growth.

5. Formulate regional sales strategies to increase market penetration and customer acquisition.

6. Conduct regular field visits with ASMs and DSAs to identify business opportunities and improve sales conversions.

7. Ensure adherence to credit, compliance, KYC, and regulatory guidelines while sourcing business.

8. Collaborate with Credit, Operations, Risk, and Collection teams for efficient processing and portfolio management.

9. Analyze market trends, competitor activities, and customer requirements to devise effective sales initiatives.

10. Drive recruitment, training, and capability building of ASMs and sales teams to enhance overall productivity.

11. Review sales MIS, funnel management, disbursal trends, and conversion ratios to ensure consistent business growth.

12. Maintain portfolio quality by ensuring business is sourced from the right customer segments and monitoring delinquency indicators.

13. Build and maintain strong relationships with key DSAs, channel partners, and other stakeholders to maximize business opportunities.

14. Identify new geographies and expansion opportunities to increase regional market share.

15. Conduct periodic business reviews and implement corrective action plans to bridge performance gaps.

Key Performance Indicators (KPIs)

• Personal Loan Disbursement Achievement
• DSA Productivity and Activation
• ASM Productivity
• Customer Acquisition
• Market Share Growth
• Portfolio Quality and Delinquency Control
• Conversion Ratio
• Revenue and Profitability
• Geographic Expansion
• Team Engagement and Retention

Desired Candidate Profile

• Graduate MBA preferred.
• 8-12 years of experience in Personal Loans, Unsecured Lending, or Retail Assets.
• Minimum 3-5 years of experience in managing multi-location sales teams.
• Strong exposure to DSA channel management and business development.
• Proven track record of achieving sales targets and driving regional growth.
• Strong leadership, people management, and stakeholder management skills.
• Excellent analytical, negotiation, and communication skills.

Core Competencies

• Sales Leadership
• DSA Channel Management
• Business Development
• Team Management
• Strategic Planning
• Market Intelligence
• Stakeholder Management
• Performance Management
• Credit & Risk Awareness
• Result Orientation