Area Sales Manager - Delhi

Aditya Birla Capital

📍Rajasthan, India
Posted May 20, 2026
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Job Overview

Position

Area Sales Manager - Delhi

Company

Aditya Birla Capital

Location

Rajasthan, India

Work Type

On-site

Job ID

li-4408231932

Job Description

Job Purpose
The Area Sales Manager (Business Loans) drives sourcing and disbursement of SME and business loan products through Sales Managers and their referral partner networks in the assigned area. The role focuses on expanding the business loan portfolio, accelerating disbursements, and ensuring strong partner activation while maintaining portfolio quality and compliance.

Role Dimensions

  • Team span: 7–10 Sales Managers

  • Geography: Jaipur and adjoining markets

  • Products: Business Loans, LAP, Working Capital, Commercial Lending

  • Channels: Referral partners, DSAs, connectors, open market

  • Key metrics: Partner activation, sourcing, disbursement, portfolio quality, NPAs

Key Responsibilities

  • Lead and manage Sales Managers to achieve sourcing and disbursement targets

  • Drive onboarding, activation, and productivity of referral partners/DSAs

  • Develop area sales plans based on market potential and competition

  • Build SME customer relationships and local market presence

  • Monitor funnel, disbursement, and portfolio quality metrics

  • Coordinate with credit and operations for smooth processing and TAT

  • Track performance and drive corrective actions to meet targets

  • Support cross-sell of ABC lending solutions through partner ecosystem

Key Challenges

  • Achieving growth while maintaining credit quality and low NPAs

  • Competing with banks/NBFCs/fintechs on pricing and turnaround time

  • Ensuring consistent partner productivity and retention

  • Managing compliance and documentation quality in open-market sourcing

  • Building sustainable SME pipelines in a competitive market

Direct Report Role (Sales Manager)
Sales Managers onboard and manage referral partners and source business loan opportunities through partner and direct channels. They are responsible for partner activation, lead generation, customer acquisition, and compliant case processing to achieve sourcing and disbursement targets while maintaining portfolio quality.

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Interview Prep

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Key Skills

Required:
Preferred:

Practice Questions

💡Technical Questions (3)
  • 1.How do you approach onboarding and activating new DSAs and referral partners in a highly competitive market like Jaipur to ensure consistent lead generation?
  • 2.Achieving disbursement targets while maintaining low NPAs is a key challenge for this role. How do you balance portfolio quality with aggressive growth in business loans?
  • 3.If your area is lagging in disbursement targets due to slow Turnaround Time (TAT) from credit and operations, how do you coordinate with internal teams to resolve this?
🎯Behavioral Questions (3)
  • 1.Tell me about a time when you had to turn around an underperforming sales team. What was the situation, what actions did you take, and what were the results?
  • 2.Describe a situation where you faced high attrition or low productivity among your referral partners. How did you handle it?
  • 3.Give me an example of a time you successfully built a sustainable SME pipeline in a market where you were facing intense competition from banks or fintechs on pricing and TAT.
🧩Situational Questions (2)
  • 1.You notice that a top-performing Sales Manager in your Jaipur team is consistently pushing cases with minor documentation discrepancies to meet sourcing targets, risking future NPAs. How would you handle this?
  • 2.A newly onboarded referral partner in an adjoining market is threatening to move to a competitor because their first three cases were rejected by credit. How do you retain them?

Resume Keywords

Make sure these keywords appear on your resume

SME LendingBusiness LoansDSA ManagementReferral PartnersDisbursement TargetsPortfolio QualityNPA ControlSales ManagersWorking CapitalLAPJaipur MarketCross-selling

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