TSM-Direct-Warangal

Position: Territory Sales Manager (TSM)

Location: Warangal

Department: Sales (Direct Channel)

Reporting To: Area Sales Manager / Regional Sales Manager

Job Summary

The Territory Sales Manager will be responsible for driving business growth through the Direct Sales Channel in the assigned territory. The role involves leading a team of Relationship Officers (ROs) and Relationship Managers (RMs), achieving sales targets, expanding customer acquisition, and ensuring portfolio quality. The incumbent will be accountable for business sourcing, team productivity, customer relationship management, and market penetration across Warangal and surrounding markets.

Key Responsibilities Sales & Business Growth

• Achieve monthly, quarterly, and annual business targets for loan products such as Home Loans, LAP, Affordable Housing Loans, Business Loans, and other NBFC products.
• Drive customer acquisition through direct sales efforts.
• Identify and penetrate new markets and business opportunities within the assigned territory.
• Ensure consistent growth in loan sourcing, sanctions, and disbursements.
  
  

Team Management

• Lead, motivate, and manage a team of Relationship Officers and Relationship Managers.
• Set individual productivity targets and monitor performance regularly.
• Conduct daily sales reviews, field visits, and coaching sessions.
• Recruit, train, and develop team members to enhance productivity and effectiveness.
• Ensure adherence to sales processes and company policies.
  
  

Customer Acquisition & Relationship Management

• Build and maintain strong relationships with customers and key influencers.
• Generate leads through field activities, customer referrals, and local market networking.
• Ensure a superior customer experience throughout the sales cycle.
• Address customer concerns and ensure timely resolution.
  
  

Portfolio Quality & Risk Management

• Ensure quality sourcing as per credit and compliance guidelines.
• Coordinate with Credit, Operations, Technical, Legal, and Collections teams for smooth loan processing.
• Monitor portfolio performance and support collection efforts to maintain healthy asset quality.
• Minimize delinquency and improve portfolio health.
  
  

Market Development

• Conduct market research and analyze competitor activities.
• Develop territory growth plans to increase market share.
• Build relationships with builders, real estate agents, connectors, and local business communities.
  
  

Reporting & Compliance

• Prepare and submit periodic sales and business reports.
• Ensure compliance with regulatory and internal policies.
• Maintain accurate MIS and sales records.
  
  

Candidate Profile Educational Qualification

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

Experience

• 5 to 10 years of experience in NBFC, Banking, Housing Finance, or Financial Services.
• Minimum 2-3 years of team handling experience in direct sales.
• Experience in Home Loans, LAP, Affordable Housing Loans, Business Loans, or similar lending products preferred.
  
  

Key Skills

• Strong sales and business development skills.
• Team leadership and people management.
• Territory management and market expansion.
• Customer relationship management.
• Target orientation and execution excellence.
• Negotiation and communication skills.
• Good understanding of lending products and credit processes.
  
  

Key Performance Indicators (KPIs)

• Business sourcing and disbursement achievement.
• Team productivity (ROs & RMs).
• Customer acquisition numbers.
• Portfolio quality and delinquency control.
• Market share growth in the assigned territory.
• Employee engagement and retention within the team.
  
  

Preferred Competencies

• Result-oriented and self-driven.
• Strong local market knowledge of Warangal and surrounding districts.
• Ability to build high-performing sales teams.
• Excellent interpersonal and stakeholder management skills.
• Strong problem-solving and decision-making ability.
  
  

Location Coverage: Warangal, Hanamkonda, Kazipet, Jangaon, Mahabubabad, Mulugu, Bhupalpally and nearby markets.