Central Sales Executive – Customer Onboarding & Limit Utilization
Job Summary:
The role is responsible for managing the customer journey through centralized sales calling, starting
from lead qualification and product pitching to customer onboarding, limit activation, first utilization,
and repeat utilization of working capital facilities. The role will proactively engage eligible customers,
resolve onboarding-related issues, drive utilization of sanctioned limits, and coordinate with Sales,
Credit, Operations, Risk and Collections teams to ensure seamless customer experience.
Key Responsibilities
Lead Qualification – Contact allocated leads and identify genuine working-capital requirements.
Product Pitching – Explain loan/working-capital facility, limit structure, pricing and repayment
process.
Customer Onboarding – Guide customers through application, KYC, VKYC, NACH and
documentation.
Conversion – Convert qualified leads into successfully onboarded customers.
Activation – Ensure sanctioned customers activate their approved limits.
First Utilization – Drive the first drawdown/utilization after activation.
Limit Utilization – Call customers with unused or low-utilized limits and understand the reason
for non-utilization.
Utilization Campaigns – Run targeted campaigns based on available limit, business cycle and
customer requirement.
Repeat Utilization – Maintain engagement to encourage repeat utilization within approved
limits.
Customer Retention – Build relationships and reduce inactive/frozen customer accounts.
Issue Resolution – Coordinate with internal teams to resolve onboarding, limit and transaction-
related issues.
CRM & MIS – Maintain accurate customer status and call outcomes.
Customer Feedback – Capture reasons for rejection, drop-off, non-activation and non-
utilization.
Portfolio Quality – Ensure business growth is aligned with responsible lending and portfolio-
quality guidelines.
Lead Received → Customer Contact → Need Assessment → Product Pitch → Eligibility Confirmation →