Field Sales Executive

JOB DESCRIPTION – FIELD SALES LEADERNBFC / MFIPosition: Field Sales Leader

Department: Sales / Business Development

Reporting To: Branch Manager / Area Manager

Location: Branch / Field

1. Job PurposeTo lead and manage the field sales team for achieving business targets while ensuring proper customer selection, quality sourcing, process compliance, and sustainable portfolio growth.

• 2. Key ResponsibilitiesA. Business Development & SalesAchieve monthly and quarterly business/disbursement targets.
• Generate new customer leads through field visits and local market activities.
• Identify suitable villages, markets, and business areas for customer acquisition.
• Develop new customer relationships and strengthen existing customer relationships.
• Prepare daily, weekly, and monthly field sales plans.
• Ensure regular field visits and productive customer meetings.
• Monitor individual team members' performance against assigned targets.
• B. Team Management & LeadershipLead, guide, and motivate Field Officers/Sales Officers.
• Allocate field areas and daily visit plans to team members.
• Conduct daily morning meetings to review targets and field plans.
• Monitor field productivity and customer acquisition.
• Provide on-job coaching and training to new and existing staff.
• Review daily performance and take corrective action where required.
• Maintain discipline, attendance, and field activity standards.
• C. Customer Quality & Credit DisciplineEnsure customers are selected based on repayment capacity, income stability, business activity, and credit discipline.
• Ensure proper customer verification before loan processing.
• Check that customer information and documents are complete and accurate.
• Ensure proper BVR/FVR and field verification as per company policy.
• Avoid sourcing customers from high-risk or problematic areas.
• Monitor customer concentration and avoid excessive exposure to one area or customer segment.
• Escalate suspicious or high-risk cases to the Branch Manager/Risk/Credit team.
• D. Collection & Portfolio SupportSupport the branch in improving collection efficiency.
• Monitor overdue and delinquent customers within the assigned portfolio.
• Ensure timely follow-up of overdue customers through the field team.
• Coordinate with the collection team for NPA/OD cases.
• Visit critical overdue/NPA customers where required.
• Identify early warning signals and report them to the Branch Manager.
• Support the branch in maintaining good portfolio quality.
• E. Process & ComplianceEnsure all sales activities are conducted according to company policies and regulatory requirements.
• Ensure proper KYC and customer documentation.
• Ensure customer consent and proper explanation of loan terms.
• Ensure no unauthorized charges or commitments are made to customers.
• Ensure all required field reports, applications, and documents are submitted on time.
• Follow company guidelines relating to customer protection, fair practices, and responsible lending.
• Immediately report suspected fraud, misrepresentation, or policy violations.
• F. Field Monitoring & ReportingConduct regular joint field visits with Field Officers.
• Verify customer visits and sales activities.
• Monitor daily lead generation, applications, approvals, and disbursements.
• Submit daily/weekly/monthly sales reports.
• Track target vs. achievement and identify gaps.
• Maintain proper records of field activities and customer interactions.
• Report market feedback and competitor activities to management.
• 3. Key Performance Indicators (KPIs)Monthly disbursement/business achievement.
• New customer acquisition.
• Lead-to-disbursement conversion.
• Field productivity.
• Team target achievement.
• Collection efficiency.
• Overdue/OD control.
• Portfolio quality.
• Customer retention.
• Process and documentation compliance.
• Field visit productivity.
• Fraud and operational-risk control.
• Timely reporting.
• 4. Required Skills & CompetenciesStrong field sales and team-management skills.
• Good communication and negotiation skills.
• Customer relationship management.
• Leadership and people-management ability.
• Knowledge of NBFC/MFI lending processes.
• Ability to analyse sales and portfolio data.
• Good knowledge of local market and customer behaviour.
• Problem-solving and decision-making ability.
• Strong discipline and field orientation.
• Basic knowledge of MS Excel and reporting systems