Basic Details: Fill the required information about business, unit, location, position, reports to position and date of updation of JD  

Business

Financial Services

Unit

Aditya Birla Capital Ltd

Location

Poornata Position Number of the job 

Reports to: Poornata Position Number

Poornata Position Title of the job (30 characters max)

Area Head

Reports to: Poornata Position Title

Territory Head

Function

Sales

Reports to: Function 

Sales

Department

STSL – D2C

Reports to: Department 

STSL – D2C

Designation of the Employee 

A //rea Head

Designation of the Manager  

Territory Head

Date of writing/updation of JD

18/5/2026

1)  Job Purpose: Write the purpose for which the job exists (in 2-3 lines)  (Max 1325 Characters)

The purpose of this job is to plan area (city/ branch) sales and business growth with the Territory Head (Sales) and achieve set targets through the team while complying with sales processes and guidelines at all times. It takes joint approval decisions with Risk counterpart as per approval matrix, and works with Risk, Operations and Sales Governance teams to ensure portfolio health. It works to support business profitability by addressing underperformance, adopting process improvements, capitalizing on channel optimization opportunities, etc. It intervenes as required in specific cases/ exceptions and helps address bottlenecks for the achievement of sales targets, hand-holding team members on complex cases. It also drives cross-selling across ABCL and ABFSG products/ solutions as per regional plans and unique client requirements.

2) Dimensions: Mention quantitative or qualitative parameters that are relevant for the job and provide a better understanding of the scope and scale of the job.  

Business Workforce Number
 (Max 254 Characters)  

Unit Workforce Number
 (Max 254 Characters)  

Function Workforce Number  
 (Max 254 Characters)  

Department Workforce Number  
 (Max 254 Characters)  

Other Quantitative and Important Parameters for the job: Budgets/ Volumes/No. of Products/Geography/ Markets/ Customers or any other parameter 

Organizational Context

Key Aspects:

1. As the debt arm of Aditya Birla Capital (ABC), Aditya Birla Finance Limited (ABCL) offers specialized lending and financing solutions in the areas of Capital Markets, Corporate/ Trade Finance, Commercial Real Estate and Mortgages. Currently ranked within the top 25 NBFCs of India, ABCL has made significant progress and the Company’s balance sheet at INR 15,000 Cr plus exceeds that of several mid-sized Banks and NBFCs.
2. The company has a well-defined vision of being one of the most reputed and material financiers within the lending space – spread across Retail HNI and corporate clientele. It has made significant investments in process and system infrastructure towards preparing for the next level of growth and are one of the only financial entities certified for ISO 9001:2008 across all business processes. Spread across 18 cities, it plans on further diversifying its risk and revenue mix through expansion into new geographies and new product segments allowing customers a one-window shop for all their financing needs.
3. Having focused traditionally on secured lending verticals and built a strong balance sheet on the same, ABCL has ventured into Secured Micro Loan Business segment in order to effectively capitalize on its financial base with carefully managed exposures in this higher yield and profit segment.

Job Context

Key Aspects:

1. The Secured Micro Loan Business segment product line caters to funding short term and medium term working capital needs of Small Businesses and individuals, via a suite of customized short and long tenured products, with collateral.
2. Offerings comprise Secured Micro Loan to self-employed individuals/ non-individual entities, with end use of funds (Working capital requirement, business expansion etc.) to be ascertained during the loan appraisal process.
3. The business is highly retail in nature, characterized by high transaction volumes, smaller ticket sizes, and significantly higher spread and profit margins (up to four times that of Secured Lending products)
4. Given the Secured Micro Loan nature of loans disbursed, the business also entails stringent controls and monitoring to ensure portfolio health and quality at all times
5. While unit of sizing up the business is its loan book size, profitability and minimized delinquency are key business objectives.
6. Higher cost of funding impacts profitability as well as competitiveness of loan rates that can be offered to customers
7. Understanding of product market characteristics such as connector relationship management, region specific occupations/trade, local financial preferences and practices are important to gain competitive advantage while structuring loans and identifying leads.
8. The AH (Sales) – ABCL is responsible for achieving sales targets as agreed with the Territory Head (Sales) – ABCL, in terms of targeted book size, profitability, growth & customer service objectives.

Key Challenges

1. To deliver on operational plan in the assigned coverage area in a differentiated manner considering local factors, channel dynamics and consumer preferences, that can withstand competitive pressures on the ground
2. To grow the business while remaining cognizant of competitive realities in the following areas:
3. Market linked product
4. Market average IRR & processing fee levels
5. To originate and increase market share in assigned coverage area against stiff competition, overcoming competitive pressures borne out of better established networks, price undercutting, etc.
6. To establish a strong local network and leverage the same to generate business leads, and also identify opportunities for cross sell with existing customers
7. To constantly upgrade financial & operational know how of self and team members on efficient loan processing, effective negotiation and relationship building for maintaining credibility and profitable target achievement
8. To keep abreast with the latest market trends and local market preferences and needs
9. To ensure loan conversion/ sanction/ utilization percentages are high and a broad enough sourcing funnel is built to meet targets 
10. To ensure credit quality and effective portfolio selection/pre screening thereby minimizing potential NPAs

To ensure compliant sales operations despite sales pressures and market cycles