Job Summary:

We are looking for an accomplished and visionary Territory Head to spearhead business loan operations across a larger geographical territory, encompassing 100+ branches. The ideal candidate will bring extensive experience in managing secured and unsecured business loan products, with a strong focus on strategic leadership, business expansion, and operational excellence.

The role requires a dynamic leader with the ability to lead multi-layered teams, optimize sourcing channels (DSA & Direct), and drive sustained growth in sales, profitability, and portfolio quality. Candidates with a robust background in banking or financial services and deep knowledge of regional markets will be preferred.

Key Responsibilities:

- Strategic Oversight: Lead and manage the overall business operations of a broad territory comprising ~100-120 branches, ensuring alignment with corporate goals and profitability targets.

- Team Leadership: Supervise a multi-tiered team including 1 Divisional manager,1-3 Associate Divisional Managers, 12-20 Area Managers, and 40-60 Relationship Officers and promote leadership development and a performance-driven culture across the hierarchy.

- Business Growth: Drive consistent growth in both secured and unsecured loan portfolios, ensuring the achievement of sales, disbursement, and productivity KPIs across regions.

- Channel Optimization: Strengthen DSA networks while building robust Direct Sourcing strategies to maximize lead generation, conversion rates, and customer acquisition efficiency.

- Policy & Compliance Governance: Ensure strict adherence to all internal policies, regulatory guidelines, and risk management frameworks across the territory.

- Cross-Functional Collaboration: Liaise with Credit, Risk, Collections, Legal, and Operations teams to resolve challenges, fast-track disbursements, and enhance customer service levels.

- Portfolio Quality Management: Continuously monitor asset health, reduce delinquencies, and implement proactive measures to maintain portfolio quality and minimize NPAs.

- Market Penetration & Strategy: Utilize deep regional insights to craft and implement customized market penetration strategies, targeting high-potential clusters and underserved segments.

- Performance Management: Track team and territory performance using data-driven dashboards, drive accountability, and implement corrective actions to address gaps.

- Change Leadership: Champion innovation and transformation initiatives to improve operational efficiency, digital adoption, and customer engagement across branches.

Key Requirements:

- Experience & Leadership: 18-22 years of experience in lending/sales, including 8-10 years in a regional/territory leadership role overseeing large and distributed teams.

- Business Loan Expertise: In-depth experience in both secured and unsecured business loans, with a clear understanding of risk frameworks, credit policies, and competitive offerings.

- Channel Management: Proven capability in managing and scaling both DSA and Direct Sourcing models.

- Strong vendor management and channel partner relationship skills.

- Strategic Thinking: Ability to think long-term, align tactical plans with broader business goals, and anticipate market shifts.

- People Development: Strong mentor and coach with a focus on building future leadership pipelines and enhancing field productivity.

- Analytical Acumen: Proficient in leveraging data analytics for business planning, lead management, and portfolio risk assessments.

- Regional Acumen: Deep familiarity with regional dynamics, local competition, customer behavior, and regulatory ecosystem.

- Industry Background: Preferably from a Banking or NBFC background with hands-on knowledge of business loan ecosystems and distribution management.

Preferred Qualifications:

- Education: Graduate (mandatory), MBA or equivalent postgraduate qualification (preferred)

Skills:

- Strong business acumen and analytical thinking

- Excellent leadership, interpersonal, and communication skills

- Resilience under pressure and goal-oriented mindset

- Adaptability to diverse geographies and evolving market conditions