Sr. Team Leader & Assistant Manager-Repeat Loan Sales

Position :- Sr. Team Leader (Sr. TL) / Assistant Manager (AM)

Department :- Sales / Repeat Loan Business

Profile :- The preferred candidate should be someone who can Have hands-on experience with Repeat loan platforms such as Bajaj, Fibe, Moneyview and similar platforms.

Role Objective:- We are looking for an experienced Sr. TL / AM who can independently manage and grow the Repeat Loan Cold Lead Business. The candidate should have strong experience in managing sales operations, cold lead conversion, team performance, and data-driven business strategies. The ideal candidate should be capable of converting cold customer data into business opportunities through effective data segmentation, calling strategy, lead prioritization, customer profiling, campaign planning, and performance monitoring.

Key Responsibilities

1. Business & Team Management

• Manage the end-to-end Repeat Loan Cold Lead sales process.

• Lead and manage a team of callers / Sales Executives and ensure achievement of daily, weekly, and monthly targets.

• Drive team productivity, conversion, revenue, and overall business performance.

• Set clear individual and team-level KPIs.

• Conduct daily huddles, performance reviews, and target tracking.

• Identify performance gaps and implement corrective action plans.

2. Data Strategy & Lead Management

• Develop and execute data strategies for cold lead conversion.

• Analyze customer data based on previous loan history, customer behavior, loan eligibility, ticket size, tenure, repayment history, and previous offers.

• Segment data into high-, medium-, and low-potential customer groups.

• Define lead prioritization and calling strategies to maximize conversion.

• Identify the best-performing customer segments, calling time slots, campaigns, and data sources.

• Continuously test and improve different calling strategies based on conversion results.

• Work with MIS/Data teams to improve data quality and lead allocation.

3. Campaign & Calling Strategy

• Design calling strategies for different customer segments.

• Develop separate approaches for hot, warm, and cold repeat-loan customers.

• Analyze disposition trends such as Not Interested, Low Offer, High ROI, Reduced Loan Amount, Customer Not Reachable, and Callback.

•Create effective rebuttals and sales strategies for customers who are not interested due to changes in loan offers.

• Identify opportunities to re-activate customers who previously rejected or did not respond to the offer.

• Improve contact rate, conversion rate, login rate, approval rate, and disbursal rate.

4. Performance & MIS Management

• Track daily and monthly performance through dashboards/MIS.

• Monitor key metrics including:

• Data allocated vs. data called

• Contact rate

• Connect rate

• Interested rate

• Login rate

• Approval rate

• Disbursal rate

• Conversion rate

• Revenue

• Agent productivity

• Disposition-wise performance

• Prepare daily/weekly business reviews and action plans.

• Identify trends and provide actionable insights to management.

5. Process Improvement

• Identify gaps in the existing sales process and recommend improvements.

• Work closely with Product, Data, Technology, Dialer, MIS, CRM, and Operations teams to improve lead management and customer journeys. • Define requirements for dialer campaigns, lead allocation, callbacks, disposition logic, API/data flow, and reporting.

• Use business data to improve overall campaign ROI.

6. People Management

• Coach and mentor team members on sales skills, objection handling, and customer conversations.

• Conduct regular call audits and provide feedback.

• Identify top performers and replicate their best practices across the team.

• Manage underperformers through structured performance improvement plans.

• Ensure discipline, attendance, productivity, and adherence to process.

Required Skills & Experience

• 4-8 years of experience in sales/calling operations, preferably in personal loans, repeat loans, lending, fintech, NBFC

• Experience managing a team of 20+ sales/calling executives will be preferred.

• Strong understanding of cold lead management and conversion strategy.

• Strong analytical and data interpretation skills.

• Proven experience in creating and executing data-driven sales strategies.

• Strong understanding of sales funnels and conversion metrics.

• Good knowledge of Excel, MIS, CRM, Dialer, and reporting tools.

• Strong communication, leadership, coaching, and problem-solving skills.

• Ability to work with large datasets and identify actionable business insights.

• Target-oriented and comfortable working in a high-pressure sales environment.

The candidate should be able to answer:

• Which customer data should we call first and why?

• Which customer segments have the highest conversion potential?

• What calling strategy should be used for cold leads?

• Why is conversion dropping?

• Which disposition is impacting business?

• What changes in data, offer, calling, or process can improve conversion?

• How can the team generate higher business from the same data?

Key Success Measures / KPIs

• Monthly disbursal / revenue achievement

• Lead-to-disbursal conversion

• Contact and connect rate

• Interested-to-login conversion

• Login-to-disbursal conversion

• Data utilization %

• Agent productivity

• Revenue per agent

• Campaign ROI

• Reduction in repeat/cold lead rejection

• Team target achievement