Territory Head - Retail Secured - Hubli

Role overview

This role is focused on driving territory-level performance for the Small Ticket Secured business. The position is responsible for expanding the local market footprint, deepening existing relationships, building new channel partnerships, and ensuring sales plans are met while maintaining operational discipline and credit quality.

Business and organizational context

The role sits within Aditya Birla Finance Ltd and is part of the sales function for retail lending products. The business operates in secured and financing solutions across multiple segments, and this position specifically supports the growth of the Small Ticket Secured business in an assigned geography. The function is highly transactional, relies on strong channel relationships, and requires close coordination with internal teams to support a healthy portfolio and compliant operations.

Core purpose of the role

The job exists to execute local area strategy for the Small Ticket Secured segment, strengthen current business relationships, create additional channels for market reach, and deliver against sales and operating plans. It also requires quick resolution of customer and DSA concerns, escalation of exception cases such as fraud alerts or complaints when needed, and removal of bottlenecks that may affect target achievement. A further objective is to grow business penetration by partnering with and negotiating within the DSA ecosystem while guiding and building the capability of Sales Managers, if assigned. The role owns the end-to-end Small Ticket Secured business flow in the assigned coverage area, with a strong focus on internal efficiency, superior product delivery, portfolio quality, and compliant coordination with the risk team.

Scope and dimensions

The position contributes to the investing and financing business area and supports development of lending products. The sales remit includes retail loan products such as PL, BL, STLS, STUL and THE. The role may also involve managing a team of sales force handling PL, BL, STSL, STUL and THE products. The actual workforce counts and position numbers were not specified in the source.

Key challenges

The role requires delivering the area operating plan in a way that reflects local market realities, channel behavior, and customer preferences, while staying resilient under competitive pressure. Success depends on growing business in a market where product terms, IRR expectations, processing fees, and DSA payouts are shaped by competition. The incumbent must build a strong local network, generate new leads, identify cross-sell opportunities, and continuously develop both new and existing DSA relationships. Another major challenge is maintaining strong product knowledge, loan-processing discipline, and negotiation capability so that credibility is preserved with channel partners and targets remain profitable. The role also demands consistent attention to loan conversion, sanction and utilization rates, portfolio selection, credit quality, and compliance, even during demanding sales cycles.

Key result areas

Sales growth and client acquisition: Identify and act on local sales opportunities, widen channel coverage, acquire new accounts, segment the market, approach direct clients, structure suitable loan offerings, and build a strong DSA-driven pipeline. The role also involves improving sanction turnaround time through internal coordination, tracking productivity metrics, and contributing to business development initiatives.

Operational effectiveness: Balance volume and value objectives, monitor SLA adherence and sales efficiency, apply process improvements, and share periodic operational MIS on disbursements, profits, NPAs, channel development, new branches, and product launches with leadership and downstream teams.

Direct reports

Where applicable, the role oversees Sales Managers for the Small Ticket Secured business. These team members are expected to develop the book size in their respective coverage areas, build balanced portfolios, execute channel engagement plans, improve market share, and work closely with the Area Sales Manager and Zonal Head to complete lending transactions with strong product delivery and credit quality.

Relationships and coordination

Internal stakeholders: The role works regularly with the ZSM for Small Ticket Secured business, reporting Sales Managers, HR, IT, Risk, and Operations teams. Interactions cover business reviews, market development, target tracking, training, systems support, proposal evaluation, portfolio monitoring, servicing issues, and TAT reviews.

External stakeholders: The position interacts daily and on a need basis with existing and prospective customers as well as channel partners such as DSAs. These interactions support CRM activity, product positioning, business development efforts, and need-based requirement gathering.

Qualification and experience

The profile calls for a postgraduate candidate with 8 to 10 years of overall sales experience, including at least 4 to 5 recent years in Small Ticket Secured lending. The role also requires strong execution ability, commercial understanding, product knowledge, communication skills, and influencing capability.

Administrative notes

The source document indicates an internal JD update date of 17 March 2022. It also includes placeholders for business unit, position number, reporting position number, manager designation, workforce numbers, and sign-off details, but those values were not provided.