SALES OFFICER — JOB DESCRIPTION
Position: Sales Officer — Gold Finance
Reports To: Branch Manager / Assistant Branch Manager
Supervises: N/A — Individual Contributor
Location: Branch-based with active field duty — local market coverage, doorstep visits, and lead follow-up in the branch catchment area
ROLE SUMMARY
The Sales Officer is the frontline growth engine of the KGF branch — responsible for generating new gold loan customers, converting leads, driving disbursement volumes, and deepening relationships with existing customers for renewals and top-ups. The SO operates both at the counter and in the field — visiting markets, households, and business establishments to create awareness and acquire customers. The role demands a proactive, self-driven personality with strong local market knowledge, persuasion skills, and a genuine ability to build lasting customer trust on behalf of the KGF brand.
KEY RESPONSIBILITIES
A. Lead Generation & New Customer Acquisition
- Generate new gold loan leads through field visits — markets, residential areas, commercial hubs — within the branch catchment.
- Conduct door-to-door campaigns and community events to build brand awareness and attract first-time gold loan customers.
- Identify and target key customer segments — micro-entrepreneurs, traders, farmers, homemakers, and self-employed individuals.
- Build and maintain a personal lead pipeline — minimum lead targets to be met weekly as set by BM.
- Follow up on all assigned leads from the telecalling team within 24 hours — no lead left uncontacted beyond one business day.
- Collect customer references from every satisfied borrower and convert referrals into active loan accounts.
- Track lead-to-disbursement conversion rate; identify drop-off points and report to BM with corrective action plan.
B. Disbursement Target Achievement
- Own individual monthly disbursement target — plan weekly activity to ensure on-track achievement at all times.
- Coordinate with counter staff and ABM to ensure customer brought to branch is processed and disbursed same day.
- Drive renewal disbursements — proactively contact customers whose loans are due for renewal before the loan expiry date.
- Promote top-up loans to customers with good repayment history — identify eligible accounts from ABM-shared list.
- Submit daily disbursement activity report to BM — leads met, customers visited, disbursements achieved, pipeline for tomorrow.
- Participate in morning briefing with full knowledge of the day's target and plan of action.
C. Field Activity & Market Coverage
- Execute daily field beat plan — minimum number of customer visits and prospect contacts as set by BM.
- Cover assigned micro-market zones systematically — no repeated coverage of same area while leaving other zones unvisited.
- Attend local events, mandis, weekly markets, and business associations to represent KGF and generate walk-in traffic.
- Identify new business hubs, growth corridors, and underserved pockets within the catchment; report to BM for territory planning.
- Distribute KGF marketing material — brochures, rate cards, scheme flyers — during field visits and community outreach.
- Maintain a field visit log — customer name, location, purpose, outcome, and follow-up date — submitted daily to BM.
D. Customer Relationship Management
- Build strong, trust-based relationships with existing customers — visit personally at loan renewal and overdue milestones.
- Educate customers on KGF gold loan products, interest rates, schemes, and repayment options — accurate information only.
- Handle customer queries and concerns in the field; escalate unresolved issues to BM without delay.
- Maintain customer contact details updated in the system — phone number, address, and alternate contact verified at every interaction.
- Support ABM in collecting overdue amounts from field customers — soft follow-up visits and negotiated repayment commitments.
- Ensure every customer leaves with a positive KGF experience — conduct, language, and professionalism at all times.
E. Collections Support
- Assist ABM in overdue recovery — visit 30-day and 60-day bucket customers in the field for soft collection follow-up.
- Communicate repayment reminders to customers approaching due dates — calls and field visits as directed by ABM.
- Collect overdue amounts from field customers where authorised by BM; deposit collected cash to branch cashier same day without exception.
- Never retain any collected cash overnight — any deviation treated as a serious compliance breach.
- Report field customer feedback on repayment difficulty or gold valuation concerns to ABM for resolution.
F. Documentation & Compliance
- Assist customers in completing KYC documentation at the field stage — check completeness before bringing to branch.
- Never promise interest rates, LTV ratios, or loan amounts not sanctioned by KGF credit policy — refer to published scheme cards.
- Comply with KGF code of conduct during all field visits — no soliciting of gifts, commissions, or personal favours from customers.
- Report any competitor activity, fraudulent gold pledging attempts, or suspicious customer behaviour to BM immediately.
- Maintain accurate and honest reporting of field activity — fabricated visit logs treated as gross misconduct.
G. Reporting & MIS
- Submit end-of-day field activity report to BM — visits completed, leads generated, disbursements supported, next-day plan.
- Maintain personal lead tracker — source, contact details, loan requirement, status, and follow-up schedule.
- Attend weekly performance review with BM — present lead pipeline, conversion status, and reasons for gaps.
- Contribute to branch monthly business plan — provide bottom-up lead and disbursement forecast for SO territory.
ELIGIBILITY & QUALIFICATIONS
- Graduate in any discipline — B.Com / BBA preferred; HSC with strong field experience also considered.
- 1–4 years of field sales experience in NBFC, gold loan, microfinance, insurance, or banking sector.
- Freshers with strong communication skills, local market knowledge, and self-motivation considered for trainee roles.
- Working knowledge of gold loan products, interest calculation, and KYC norms preferred.
- Strong Tamil communication — ability to converse confidently with diverse customer profiles in the local market.
- Two-wheeler licence and own vehicle mandatory — daily field coverage across branch catchment required.
- Mobile proficiency — lead tracking app, WhatsApp business communication, and basic MIS reporting.
KEY SKILLS & COMPETENCIES
- Field sales and prospecting Customer acquisition and lead conversion
- Local market and community knowledge Persuasion and objection handling
- Gold loan product knowledge Relationship building and retention
- Time management and beat planning Reporting discipline and data accuracy
KEY PERFORMANCE INDICATORS
- Monthly disbursement target — % of individual target achieved — primary performance metric.
- New customer acquisition — number of first-time borrowers onboarded per month.
- Lead conversion rate — % of generated leads converted to disbursed loans.
- Renewal conversion — % of due-for-renewal accounts converted before loan expiry.
- Referral generation — number of active referrals collected and converted per month.
- Field visit compliance — daily beat plan completion — visits logged vs target.
- Collections support — % of assigned overdue accounts contacted and followed up in the month.
- Documentation accuracy — % of customer files brought to branch with complete KYC — zero rejection rate at counter.
COMPENSATION & BENEFITS
- Salary: As per company norms — commensurate with experience and market.
- Performance incentive: Monthly payout linked to disbursement achievement and new customer acquisition — uncapped for top performers.
- Field allowance: Travel reimbursement as per KGF field staff policy.
- EPF & ESI: As per statutory norms.
- Annual increment: Based on performance appraisal.
- Career progression: High-performing Sales Officers considered for Senior Sales Officer and Assistant Branch Manager roles.
Pay: ₹15,000.00 - ₹20,000.00 per month
Benefits:
- Flexible schedule
- Health insurance
- Life insurance
- Paid sick time
- Provident Fund
Work Location: In person
