Head-Mortgage Sales

ASM Review – Once in a month – DRM/ ARM (Incase DRM is not there)  SSR Strategy Meeting – Once in a month – 15 th of the month o Achievement and shortcoming of last month's strategy o Achievement Vs target for the last month o Comparison of sales, leads and conversions trends o Analyze the LSR/ SLR of all projects o Analysis on LTC leads o Discussion on mapping and relationship of high selling projects o Progress on focused projects o Analysis of new sources added in the current month o Analysis of top selling BSA/ brokers o Analysis of future identified projects  BSA o Achievement and shortcoming of last month's BSA strategy meeting o Ageing of BSA approvals o Vintage of BSA's Vs performance o Strategy for inactive BSAs o Strategy for empanelling non- builder BSA o SSR analysis of BSA  NPE – Rising Stars o Rising Star – Employee with no experience should perform (PE) in 6 months Employees with experience should perform (PE) in 3 months o Achievement and shortcoming of last month's NPE strategies o Analysis of sources and quality of sources of NPE o Discussion on analysis done by the ASM of Sales Patri files for employees who are NPE for consecutive three months  Hiring o Achievement and shortcoming of last month's hiring strategy o Finalize the hiring budget  Retention o Analyze the short compensation / incentive report from HO o Analyze the attrition rate report shared from HO o Analyze the Exit Interview report shared by Regional HR
 PAMS o Achievement and shortcoming of last month's PAMS strategies o Analysis of performance on approved projects o Ageing of project approval o Analysis of project approval visit  Geography mapping o Achievement and shortcoming of last month's geography mapping o Discuss last month's audit by various levels of leadership and findings o Pending area mapping and deadlines  Entertainment policy o Budgets and expense analysis o Outcomes of the earlier activities o Strategy for future activities  Marketing Activities o Achievement and shortcoming of last month's marketing activities o Participate with ASMs and teams in case of high selling project's marketing activities o Discussion on corporate activities 2. Financial Services strategy meeting - ARM/ DRM (Incase ARM is not there)  Achievement and shortcoming of last month's FS meeting  Monthly review with the FS managers & HL managers to achieve 50% insurance penetration  Discuss and plan strategy for FOS's with less than 50% 3. Credit Meeting – ARM/ DRM (Incase ARM is not there)  Achievement and shortcoming of last month's credit meeting with the Credit team  All credit metrics to be reviewed – o Rescan o TAT's on Login to RHDFC o File completeness o Staffing  Discussion of HDFC/ HSPL related issues and plan strategy to resolve 4. LMS Strategy Meeting - ARM/ DRM (Incase ARM is not there)  Monthly strategy meeting with the LMS manager on the basis of following points, o Total Lead conversion ratio o Leads to Appt Ratio o Appts to Login Ratio o Lost to competition and rejection ratios o LMS calling Y and N analysis
o SO wise lead conversion ratio o SO wise Pending Attention and Action cases o Match lead count with SSR for all teams o Source wise conversion ratios. (HDFC, booking, walk-in, HSPL key sales partners) o Call conversation listening o Key Ratios: LTC, Rejections & Follow ups 5. Training - ARM/ DRM (Incase ARM is not there)  Monthly meeting with L & D manager to ensure trainings have been imparted as per the training calendars  Address new joinees during Induction and meet them regularly for next three months  Discussion of PACE results  Take feedback from L&D Manager about Sales employees and take necessary actions  Take feedback from Sales employees about L&D Managers and share the feedback with the Regional L&D Manager  30% checking of Patri file of a new joinee at the training stage to understand if the training process has been properly implemented or not 6. JD Implementation DRM/ ARM (Incase DRM is not there)  Responsible for JD implementation of all down-line hierarchies o Focus group discussions with all hierarchies on understanding and implementation of their JDs o Understand the gaps in implementation o Discuss with seniors and define action plans to fill up the gaps
7. Team Management and Development DRM/ ARM  Responsible for maintaining a culture of fairness, openness, happiness and transparency. Should be accessible to his in-direct reports in case of escalations and maintain smooth interdepartmental functioning with adherence to processes. Create an encouraging environment and motivate the team to achieve their professional and personal goals. Identifying the high potential employees and coaching them for next level. 8. Expansion of geography (Incase the DRM is managing the branch independently) ARM/ DRM (Incase ARM is not there)  Responsible for identifying untapped market 9. Source Relationship management DRM/ ARM (Incase DRM is not there)  SM will be responsible to maintain relationship with CF & property funds projects.  SM will maintain with all Category "A" Builders and selective large broker relationships in all locations.  SM will maintain the SDB of all these sources in excel.
 Visit each source at least once in a month to ensure HSPL relationship is maintained. This will help audit and resolving any issues with HSPL. 10. Town Hall  Conduct Town hall for the location on 1 st and 16 th working day of the month  Minutes of the town hall should be recorded and shared with Reporting Manager  Achievement and shortcoming of last town hall's 11. Market Intelligence  Submission of market intelligent report to the management on a monthly basis  Meet his counterparts from competition 12. Discipline  SM needs to maintain and observe discipline for all the locations  PSHP (Prevention of Sexual Harassment Policy at work place),  Time discipline – Attendance of Hierarchy,  Manage inter and intra department issues,  Adhering to company process related HR, JD, SOP's.  Geography mapping of teams. 13. HDFC related relationship with BD Team, BM and technical team.  Deal with HDFC marketing: Attend monthly meeting if any with all data on project approvals pending, SSR, exposure reports. Follow up with marketing for pending project approval apart from pushing them during PAC and apart from following up with legal and technical.  Submit schemes to HDFC marketing team and get approvals from them for all locations.  Report problems at various developer counters through emails should business not be up to expectations which are HDFC CF relationships.  Support HDFC branches with adequate manpower 14. Manage Product Mix  Manage various product mix such as BT, REACH, Non Housing, small CF, land loan, self- construction loan 15. Co-ordination with IT, HR and admin

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