Role & responsibilities
A Zonal or Regional Sales Manager for Joint Liability Group (JLG) products in the microfinance sector is a senior leadership role responsible for driving business growth, portfolio quality, and operational efficiency across a designated region or zone. This role involves leading a team of Area Managers and branch staff to acquire customers, ensure high repayment rates, and manage the overall profitability of the MFI (Micro Finance Institution) or Bank's JLG portfolio.
Core Responsibilities
- Strategic Planning & Growth: Develop and execute regional sales strategies, budgets, and business plans to achieve targets for JLG loans, customer acquisition, and portfolio growth.
- Portfolio & Risk Management: Monitor portfolio quality, ensure high repayment rates, and implement preventive measures against delinquency.
- Team Leadership & Development: Recruit, train, mentor, and motivate sales teams (Area Managers, Cluster Managers) to ensure productivity and adherence to company policies.
- Operational Oversight: Oversee branch operations, ensuring compliance with RBI guidelines, internal audits, legal, and risk management standards.
- Business Development: Build and maintain strategic partnerships with Business Correspondents (BCs), Banks, and NBFC-MFIs.
- Market Expansion: Identify new territories and opportunities for deepening market penetration.
Eligibility Criteria
- Experience: Minimum 10-12 years in NBFC, NBFC-MFI, SFB, or Banking, with at least 5 years in a team handling/leadership role.
- Education: Graduate/Post Graduate in any discipline (MBA preferred).
- Travel: Willingness to travel extensively for field visits.
Key Performance Indicators (KPIs)
- Number of new JLG groups formed and loans disbursed.
- Portfolio at Risk (PAR) or Delinquency percentage (e.g., DPD - Days Past Due).
- Fee Income Generation.
- Collection Efficiency Ratio.
- Staff attrition and productivity
Preferred candidate profile
