NBFC - Sales Manager

Job Description – Lead Generation Manager

Job Title: Lead Generation Manager

Department: Sales / Business Development

Industry: NBFC / Lending / Financial Services

Experience: 4–8 Years

Key Responsibilities

• Manage and drive a team of Lead Generation Executives / Telecallers to achieve daily, monthly, and overall lead generation and business targets.
• Develop and implement strategies to generate high-quality and qualified leads through calling, digital campaigns, existing customer databases, referrals, and other channels.
• Monitor the complete lead-to-disbursement funnel, from lead generation and qualification to application, credit processing, and final loan disbursement.
• Track and improve stage-wise conversion ratios, including lead-to-login, login-to-sanction, and sanction-to-disbursement.
• Ensure timely and effective follow-ups on leads, pending applications, and potential customers to maximize conversion opportunities.
• Monitor individual and team-level calling productivity, lead quality, conversion rates, follow-up efficiency, and target achievement.
• Analyse lead sources and campaign performance to identify the most effective channels for generating quality business.
• Work closely with Credit, Operations, IT, Marketing, and other internal teams to resolve process-related issues and ensure smooth movement of leads through the funnel.
• Prepare and maintain daily, weekly, and monthly MIS reports covering lead generation, conversion, productivity, revenue/disbursement, and team performance.
• Conduct regular team meetings, performance reviews, coaching sessions, and training programs to improve team productivity and conversion efficiency.
• Set individual targets, monitor performance, identify gaps, and take corrective actions to ensure achievement of business objectives.
• Handle customer and team-level escalations and ensure a smooth and positive customer experience throughout the loan journey.
• Identify opportunities for process improvements, automation, campaigns, cross-selling, and new lead-generation initiatives.
• Maintain strict adherence to defined SOPs, compliance requirements, quality standards, and internal policies.
• Continuously evaluate market trends, customer behaviour, and competitor activities to identify new opportunities for lead generation and business growth.

Key Skills & Competencies

• Team Management & Leadership
• Lead Generation & Conversion
• Telecalling / Inside Sales Management
• Loan / NBFC / Financial Services Experience
• Sales Funnel Management
• Target & Performance Management
• Customer Relationship Management
• MIS & Data Analysis
• Sales Strategy & Campaign Management
• Strong Communication & Negotiation Skills
• Problem Solving & Escalation Management
• MS Excel / CRM / Lead Management Systems

Key Performance Indicators (KPIs)

• Number of Qualified Leads Generated
• Lead-to-Application Conversion
• Application-to-Sanction Conversion
• Sanction-to-Disbursement Conversion
• Overall Loan Disbursement
• Team Calling Productivity
• Lead Quality
• Cost per Lead / Campaign ROI
• Follow-up & Pending Case Closure
• Individual & Team Target Achievement
• Customer Conversion & Retention

Preferred Background: Candidates with experience in NBFCs, banks, fintech, personal loans, business loans, consumer finance, or other lending/financial services would be preferred.