Area Sales Manager - Manager

About the role

You will own the end to end sales and distribution strategy for the Merchant Lending vertical within your assigned regional footprint. This role requires you to own the complete PnL of your region through disciplined credit deployment and revenue generation. You will be responsible for scaling the penetration of merchant loan products while simultaneously improving the quality of the underwriting funnel. A core part of your ownership will involve cross-selling high-value financial products such as Gold SIP, Insurance, and other merchant-centric solutions to deepen wallet share. You will identify and build a robust field sales organization, recruiting and managing talent to drive both lending acquisition and cross-sell outputs. Another key ownership area is defining the market scope, territory design, and span of control for Team Leads to ensure maximum operational efficiency. You will ensure that plans and targets are communicated clearly to minimize any gap between expectation and actual delivery. Ultimately, you will monitor, audit, and validate all aspects of the lending lifecycle to improve portfolio quality and compliance.

Key facts

What you'll do

Conduct in-depth market analysis to define the size, potential, and structure of your assigned geography for Merchant Lending growth.

Design and implement a comprehensive sales plan that drives the deployment of diverse credit products including Merchant Loans, BNPL, QR-linked credit, and overdraft lines.

Own and optimize the end-to-end lending funnel, focusing on improving underwriting quality and conversion rates at each stage.

Develop and execute a cross-sell strategy for value-added financial products such as Gold SIP, Insurance, and other merchant tools to enhance merchant stickiness.

Recruit, select, and build a high-performing field sales team capable of scaling lending acquisition and cross-sell outcomes.

Define clear territory plans, span of control, and funnel metrics to maximize the efficiency and productivity of Team Leads.

Establish robust communication protocols to ensure plan ownership, transparency, and minimal expectation versus delivery gaps across stakeholders.

Monitor portfolio health by tracking repayment behavior, fraud indicators, documentation standards, and onboarding hygiene metrics continuously.

Perform regular audits and validations on loan files, sales processes, and adherence to cross-sell guidelines to ensure compliance and quality.

Lead, mentor, and develop a large on-ground structure consisting of 5 to 10 Team Leads and over 100 indirect employees to drive productivity.

Establish performance benchmarks and incentive frameworks to motivate the field team while ensuring strict compliance standards.

Leverage data and market feedback to iterate on sales approaches and improve targeting of high-potential merchant segments.

Partner closely with underwriting and product teams to provide ground-level insights that refine credit policies and product offerings.

Ensure all sales activities and credit deployments adhere to regulatory requirements and internal risk guidelines in your region.

Drive periodic review cycles to assess cross-sell performance and identify additional opportunities for revenue growth.

Requirements

You must have a Bachelor's degree from a recognized university or institution.

You should possess a valid PAN card as required for financial services roles in India.

You must have a current and valid Passport for domestic and international travel requirements.

You should have an active and valid Driving License to facilitate travel across regional territories.

You must have a professional passport photograph that meets all company onboarding and documentation standards.

You should have a minimum of 8 years of experience in sales, business development, or related fields.

You must have at least 2 years of prior experience managing and leading a team of at least 10 people.

You should have a proven track record of managing large teams and driving them to achieve ambitious targets.

You must demonstrate experience in managing credit, sales, or revenue targets in a previous role.

You should have hands-on experience in recruitment, selection, and development of sales teams.

You must have strong experience in defining and managing sales territories, funnels, and productivity metrics.

You should be comfortable working with and interpreting financial data related to lending products and portfolio performance.

You must have a history of collaborating with stakeholders across functions such as product, operations, and compliance.

You should be able to communicate effectively with internal leadership and external partners in a professional manner.

You must be willing to travel frequently across your assigned region to manage teams and meet business stakeholders.

Nice to have

Experience in the financial services, lending, or payments industry is preferred.

Prior experience in a managerial or leadership role within a payments or digital finance company is an advantage.

Experience handling cross-sell of financial products such as insurance, investment products, and credit is preferred.

Familiarity with the Paytm ecosystem and our merchant products can be beneficial for ramping up quickly.

Practical notes

This role requires frequent travel across your assigned region to manage teams and engage with partners.

You must be willing to travel as needed throughout the assignment to meet business objectives.

This position is subject to Indian visa requirements for non-Indian nationals where applicable.

The candidate must be able to commit to the full duration of the assignment as defined by the engagement terms.

Candidates must adhere to all company policies, compliance standards, and regulatory requirements during the assignment.