Territory Sales Manager

Job Description: Territory Sales Manager (TSM) Consumer Durables (CD) Business

Cholamandalam Investment and Finance Company Ltd.

Job Title

Territory Sales Manager (TSM) Consumer Durables Finance

Reporting To

Area Sales Manager / Regional Sales Manager

Location

Assigned Territory

Job Purpose

To drive business growth in the assigned territory by acquiring and managing dealer relationships, generating Consumer Durables loan business, ensuring portfolio quality, and achieving sales targets while delivering excellent customer service.

Key Responsibilities

Business Development

• Achieve monthly, quarterly, and annual business targets for Consumer Durables finance.
• Identify and onboard new dealer partners and retail outlets within the allocated territory.
• Increase market penetration and improve business volumes through existing and new channels.
• Conduct market mapping and competitor analysis to identify growth opportunities.

Dealer Relationship Management

• Develop and maintain strong relationships with dealers, distributors, and channel partners.
• Ensure high dealer engagement and productivity.
• Resolve dealer concerns and provide timely support to enhance business performance.

Sales & Portfolio Management

• Drive loan sourcing through dealer network and field activities.
• Monitor application conversions and disbursement performance.
• Ensure healthy portfolio growth with focus on asset quality.
• Track delinquency levels and coordinate with collection teams to minimize overdue accounts.

Team Coordination

• Coordinate with credit, operations, collections, and sales support teams for seamless customer onboarding and loan processing.
• Support field executives and dealer coordinators to achieve business objectives.

Compliance & Process Adherence

• Ensure adherence to company policies, regulatory requirements, and KYC norms.
• Maintain proper documentation and audit compliance.
• Ensure fraud prevention and risk control measures are followed.

MIS & Reporting

• Prepare and submit daily, weekly, and monthly sales reports.
• Monitor key performance indicators and take corrective actions where required.
• Maintain accurate records of dealer activities and business performance.

Key Performance Indicators (KPIs)

• Business volume achievement.
• Dealer acquisition and activation.
• Market share growth in assigned territory.
• Loan disbursement achievement.
• Portfolio quality and delinquency control.
• Dealer productivity and engagement.
• Customer acquisition and retention.

Educational Qualification

• Graduate in any discipline.
• MBA/PGDM preferred.

Experience

• 3 to 8 years of experience in Consumer Durables Finance, Retail Finance, NBFC, Banking, or related sales functions.
• Experience in channel sales and dealer management preferred.

Skills Required

• Strong sales and negotiation skills.
• Dealer and channel management expertise.
• Market development and business acquisition capabilities.
• Analytical and problem-solving skills.
• Good communication and interpersonal skills.
• Knowledge of retail lending products and processes.
• Proficiency in MS Office and sales reporting tools.

Competencies

• Result orientation.
• Customer focus.
• Relationship management.
• Team collaboration.
• Ownership and accountability.
• Ability to work under pressure and achieve targets.

Preferred Industry Background: Consumer Durables Finance, Retail Assets, NBFC, Banking, Consumer Electronics, Mobile Finance, or Distribution-led Sales.