SALES OFFICER β€” JOB DESCRIPTION

Position: Sales Officer β€” Gold Finance

Reports To: Branch Manager / Assistant Branch Manager

Supervises: N/A β€” Individual Contributor

Location: Branch-based with active field duty β€” 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 β€” 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 β€” 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 β€” markets, residential areas, commercial hubs β€” 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 β€” micro-entrepreneurs, traders, farmers, homemakers, and self-employed individuals.
- Build and maintain a personal lead pipeline β€” minimum lead targets to be met weekly as set by BM.
- Follow up on all assigned leads from the telecalling team within 24 hours β€” 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 β€” 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 β€” proactively contact customers whose loans are due for renewal before the loan expiry date.
- Promote top-up loans to customers with good repayment history β€” identify eligible accounts from ABM-shared list.
- Submit daily disbursement activity report to BM β€” 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 β€” minimum number of customer visits and prospect contacts as set by BM.
- Cover assigned micro-market zones systematically β€” 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 β€” brochures, rate cards, scheme flyers β€” during field visits and community outreach.
- Maintain a field visit log β€” customer name, location, purpose, outcome, and follow-up date β€” submitted daily to BM.

D. Customer Relationship Management

- Build strong, trust-based relationships with existing customers β€” visit personally at loan renewal and overdue milestones.
- Educate customers on KGF gold loan products, interest rates, schemes, and repayment options β€” 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 β€” phone number, address, and alternate contact verified at every interaction.
- Support ABM in collecting overdue amounts from field customers β€” soft follow-up visits and negotiated repayment commitments.
- Ensure every customer leaves with a positive KGF experience β€” conduct, language, and professionalism at all times.

E. Collections Support

- Assist ABM in overdue recovery β€” visit 30-day and 60-day bucket customers in the field for soft collection follow-up.
- Communicate repayment reminders to customers approaching due dates β€” 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 β€” 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 β€” check completeness before bringing to branch.
- Never promise interest rates, LTV ratios, or loan amounts not sanctioned by KGF credit policy β€” refer to published scheme cards.
- Comply with KGF code of conduct during all field visits β€” 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 β€” fabricated visit logs treated as gross misconduct.

G. Reporting & MIS

- Submit end-of-day field activity report to BM β€” visits completed, leads generated, disbursements supported, next-day plan.




- Maintain personal lead tracker β€” source, contact details, loan requirement, status, and follow-up schedule.
- Attend weekly performance review with BM β€” present lead pipeline, conversion status, and reasons for gaps.
- Contribute to branch monthly business plan β€” provide bottom-up lead and disbursement forecast for SO territory.

ELIGIBILITY & QUALIFICATIONS

- Graduate in any discipline β€” B.Com / BBA preferred; HSC with robust 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 β€” ability to converse confidently with diverse customer profiles in the local market.
- Two-wheeler licence and own vehicle mandatory β€” daily field coverage across branch catchment required.
- Mobile proficiency β€” 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 β€” % of individual target achieved β€” primary performance metric.
- New customer acquisition β€” number of first-time borrowers onboarded per month.
- Lead conversion rate β€” % of generated leads converted to disbursed loans.
- Renewal conversion β€” % of due-for-renewal accounts converted before loan expiry.
- Referral generation β€” number of active referrals collected and converted per month.
- Field visit compliance β€” daily beat plan completion β€” visits logged vs target.
- Collections support β€” % of assigned overdue accounts contacted and followed up in the month.
- Documentation accuracy β€” % of customer files brought to branch with complete KYC β€” zero rejection rate at counter.

COMPENSATION & BENEFITS

- Salary: As per company norms β€” commensurate with experience and market.
- Performance incentive: Monthly payout linked to disbursement achievement and new customer acquisition β€” 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: β‚Ή15,000.00 - β‚Ή20,000.00 per month

Benefits:

- Flexible schedule
- Health insurance
- Life insurance
- Paid sick time
- Provident Fund

Work Location: In person

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