Zonal Sales Manager

Job Title:

Location

Role Objective

To lead and drive Personal Loan and Business Loan sales across the assigned zone through direct

sales teams and internal channels, ensuring achievement of business targets while maintaining

portfolio quality and compliance.

Key Responsibilities

Sales & Business Growth

• Drive zonal disbursement targets for Personal Loans and Business Loans.
• Develop and execute zonal sales strategies in line with organizational objectives.
• Identify growth opportunities across branches, geographies, and customer segments.
• Track daily, weekly, and monthly performance against defined targets.

Channel & Distribution Management

• Manage direct sales channels including branch sales, on-roll sales teams, and internal sourcing.
• Improve lead conversion, productivity, and turnaround time (TAT).
• Work closely with branch teams to maximize sourcing efficiency.
• Ensure consistent sales processes across the zone.

Team Management

• Lead, coach, and motivate Regional / Area Sales Managers and frontline sales teams.
• Set KPIs, conduct performance reviews, and manage incentives.
• Ensure manpower planning, training, and productivity optimization.
• Drive a high-performance sales culture.

Credit, Operations & Risk Coordination

• Collaborate with credit and operations teams for smooth processing and faster

disbursements.

• Ensure sourcing of quality business with controlled rejection and delinquency levels.
• Monitor early delinquency, portfolio quality, and customer profile mix.

Compliance & Governance

• Ensure adherence to internal policies, regulatory guidelines, and ethical selling practices.
• Prevent mis-selling and ensure proper documentation.
• Support audits and maintain strong process controls.

MIS & Reporting

• Review sales MIS, pipeline, productivity, and portfolio performance.
• Present zonal reviews and action plans to senior management.
• Use analytics to improve efficiency and business outcomes.

Key Performance Indicators (KPIs)

• Loan disbursement volume and value
• Conversion ratios and productivity
• Portfolio quality (DPD, early delinquency)
• Team performance and attrition
• Compliance and audit scores

Desired Candidate Profile

Education

• Graduate / MBA (preferred)

Experience

• 10-15 years of experience in Retail Lending (Personal Loan / Business Loan)
• Minimum 5-7 years managing direct sales or branch-led channels
• Experience handling multi-location / zonal responsibility

Skills & Competencies

• Strong understanding of PL & BL products
• Direct sales and branch channel expertise
• Leadership and team management capabilities
• Data-driven decision making and MIS proficiency
• Excellent communication and stakeholder management skills