Regional Business Manager-Prime LAP

Position Title: Regional Business Manager – Prime LAP

Segment: Sales

Product: Prime LAP (Loan Against Property)

Location: Mumbai

Reporting To: Zonal Business Manager – Prime LAP

Travel Required: Yes (Extensive within the assigned region)

Level: Managerial

Purpose of the Role:

The Regional Business Manager (RBM) is responsible for driving business growth, profitability, and portfolio quality for the Prime LAP segment within the assigned region. The role focuses on achieving disbursement and yield targets through effective channel management, business development, and people leadership. The incumbent will lead a team of sales professionals and collaborate closely with credit, risk, and operations to ensure sustainable business performance aligned with growth objectives.

Key Responsibilities:

Business Development & Strategy

• Drive disbursement, yield, and profitability targets for the Prime LAP business within the assigned region.
• Develop and execute a regional business plan aligned with zonal and organizational goals.
• Expand the customer base through new client acquisition and deeper penetration in existing markets.
• Strengthen business relationships with key channel partners (DSAs, connectors) and direct sourcing channels.
• Analyze market trends, competitor strategies, and local opportunities to refine growth plans.

Portfolio & Risk Management

• Maintain portfolio quality by ensuring robust credit assessment, proper documentation, and post-disbursement monitoring.
• Work closely with the Credit and Risk teams to ensure prudent underwriting and adherence to policy parameters.
• Monitor delinquencies, initiate corrective actions, and maintain NPAs within acceptable limits.
• Ensure end-to-end compliance with internal processes, policies, and regulatory norms.

P&L and Operational Efficiency

• Contribute to the preparation of regional P&L budgets and manage branch-level profitability.
• Monitor business productivity, cost ratios, and resource utilization.
• Ensure efficient coordination with internal support teams—Operations, Credit, Collections, IT, and HR—to streamline processes and enhance customer satisfaction.

Team Leadership

• Lead, mentor, and motivate a team of Sales Managers and Relationship Managers to achieve set targets.
• Drive performance reviews, goal setting, and capability building across the team.
• Identify training needs and facilitate skill development in line with business requirements.
• Foster a culture of accountability, ethics, and customer centricity.

Stakeholder & Channel Management

• Build and manage relationships with key stakeholders including DSAs, builders, and internal departments.
• Ensure regular communication with zonal leadership to report progress, highlight risks, and recommend improvements.
• Represent the region in strategic reviews and cross-functional discussions.

Desired Experience

• 8–10 years of experience in secured lending / LAP sales within NBFCs or banks.
• Minimum 3–5 years in a team leadership role managing multi-branch or regional sales operations.
• Strong understanding of Loan Against Property (Prime segment), credit processes, and risk management.
• Proven track record in achieving business and profitability targets.
• Exposure to working with multiple channels, including DSA and direct sourcing.
• In-depth knowledge of competition, local market dynamics, and customer profiles in the Mumbai region.

Qualifications

• Graduate / Post-Graduate (MBA preferred) in Finance, Commerce, or Business Management.

Key Skills:

• Business development & channel management
• Leadership & team building
• Credit and risk awareness
• Analytical & decision-making ability
• Strong communication & stakeholder management skills

Key Performance Indicators (KPIs):

• Regional disbursement and yield targets
• Portfolio quality (PAR, NPA levels)
• Team productivity and retention
• Profitability and cost efficiency
• Channel partner activation and engagement