Territory Sales Manager

3 weeks ago

Alwar, India Home Credit Full time

Role Overview

The Sales Manager will be responsible for driving business volumes in the affordable Loan Against Property (LAP) segment through direct sourcing and channel management. The role requires strong market understanding, customer acquisition skills, and relationship management with connectors, DSAs, and channel partners.

Key Responsibilities

  • Drive disbursement targets for affordable LAP through direct and partner-led channels.
  • Build and manage relationships with DSAs, connectors, and partners to source quality LAP business.
  • Portfolio Growth Drive disbursement volumes within the assigned territory while ensuring balanced growth across channels and partners.
  • Portfolio Quality Maintain healthy asset quality by sourcing high-quality customers and ensuring adherence to credit policies.
  • IRR Management – Monitor yield/IRR of disbursed cases; drive product mix (e.g., higher ticket LAP vs. affordable LAP) to achieve targeted IRR levels.
  • Channel Productivity – Ensure sourcing partners/dealers maintain required productivity levels without diluting portfolio quality.
  • Work closely with the Credit Manager to ensure faster turnaround and better approval ratios.
  • Conduct regular market mapping, competitor analysis, and scheme promotion to stay ahead in the LAP segment.
  • Train, mentor, and manage a small sales team (if applicable) for productivity and quality sourcing.
  • Support digital initiatives and lead generation campaigns for LAP.

Key Skills & Competencies

  • Strong knowledge of affordable LAP and mortgage products.
  • Established network with DSAs, connectors, and property brokers.
  • Good communication and negotiation skills.
  • Ability to work with cross-functional teams (credit, operations, collections).
  • Target-driven and self-motivated.

Qualification & Experience

  • Graduate / Postgraduate, preferably in Business/Finance.
  • 6-8 years of experience in sales of secured lending products (LAP, home loans, mortgages).
  • Exposure to affordable LAP customer segments is preferred.

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