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Deputy Regional Manager

3 weeks ago

Chandigarh, Chandigarh, India HumGrow Full time

Job Description – Deputy Regional Manager - Mortgage Sales 

Job Location: Chandigarh
Mapped location: 10-15 locations in Punjab
Team Handling: Employees including leadership
Qualification - Graduate / Post Graduate
Experience- A minimum of 10 to 15 years of experience in overseeing Mortgage and Loan Against Property (LAP) Business. 

Roles & Responsibilities:

  • ASM Review – Once a month review by DRM/ARM if DRM is not available
  • SSR Strategy Meeting – Monthly on the 15th
    • Discuss achievements and shortcomings of last month's strategy
    • Compare achievements versus targets for the last month
    • Analyze trends in sales, leads, and conversions
    • Examine LSR/SLR of all projects
    • Analyze LTC leads
    • Discuss mapping and relationships of high-selling projects
    • Review progress on focused projects
    • Analyze new sources added during the current month
    • Review high-performing BSA/brokers
    • Review future identified projects
  • BSA
    • Discuss achievements and shortcomings of last month's BSA strategy meeting
    • Review ageing of BSA approvals
    • Assess performance vs vintage of BSAs
    • Develop strategies for inactive BSAs
    • Develop strategies for empanelling non-builder BSAs
    • SSR analysis of BSAs
  • NPE – Rising Stars
    • Rising Star – Employees with no experience should perform sufficiently within 6 months. Experienced employees should perform within 3 months
    • Discuss achievements and shortcomings of last month's NPE strategies
    • Analyze sources and quality of NPE sources
    • Discuss analysis by ASM of Sales Patri files for employees who are NPE for three consecutive months
  • Hiring
    • Discuss achievements and shortcomings of last month's hiring strategy
    • Finalize hiring budget
  • Retention
    • Analyze short compensation/incentive reports from HO
    • Analyze attrition rate report shared from HO
    • Review the Exit Interview report from Regional HR
  • PAMS
    • Discuss achievements and shortcomings of last month's PAMS strategies
    • Analyze performance on approved projects
    • Review ageing of project approval
    • Analyze project approval visits
  • Geography mapping
    • Review achievements and shortcomings of last month's geography mapping
    • Discuss the findings of last month's audit by various leadership levels
    • Address pending area mapping and set deadlines
  • Entertainment policy
    • Analyze budgets and expenses
    • Review outcomes of earlier activities
    • Plan strategy for future activities
  • Marketing Activities
    • Review achievements and shortcomings of last month's marketing activities
    • Participate with ASMs and teams in high-selling project's marketing activities
    • Discuss corporate activities
  • Financial Services strategy meeting - ARM/ DRM
    • Review achievements and shortcomings of last month's FS meeting
    • Monthly review with FS managers & HL managers to achieve 50% insurance penetration
    • Plan strategy for FOS's with less than 50%
  • Credit Meeting – ARM/ DRM
    • Review achievements and shortcomings of last month's credit meeting with the Credit team
    • Review all credit metrics
      • Rescan
      • Review TAT's on Login to RHDFC
      • Ensure file completeness
      • Review staffing
    • Discuss HDFC/HSPL related issues and plan strategies to resolve them
  • LMS Strategy Meeting - ARM/ DRM
    • Monthly strategy meeting with LMS manager, discuss
      • Total Lead conversion ratio
      • Leads to Appointment Ratio
      • Appointments to Login Ratio
      • Competition and rejection ratios
      • LMS call analysis
      • Lead conversion ratio per Sales Officer (SO)
      • Pending attention and action cases per SO
      • Match lead count with SSR for all teams
      • Conversion ratios per source
      • Review call conversations
      • Key ratios: LTC, Rejections & Follow up
  • Training - ARM/ DRM
    • Monthly meeting with L&D manager to ensure training adherence
    • Address new joiners during Induction and meet them regularly for the next three months
    • Discuss PACE results
    • Collect feedback from L&D Manager about Sales employees and take necessary actions
    • Collect feedback from Sales employees about L&D Managers and share it with the Regional L&D Manager
    • Check 30% of Patri file of a new joiner at the training stage to verify proper implementation of training
  • JD Implementation - DRM/ ARM
    • Implement JD for all down-line hierarchies
      • Conduct focus group discussions to understand and implement JDs
      • Identify gaps in implementation
      • Discuss gaps with seniors and plan actions
  • Team Management and Development - DRM/ ARM
    • Maintain a culture of fairness, openness, and transparency
    • Be accessible for escalations and maintain smooth interdepartmental functioning
    • Encourage and motivate the team to achieve goals
    • Identify high-potential employees and coach them for next level
  • Expansion of geography - ARM/ DRM
    • Identify untapped markets
  • Source Relationship management - DRM/ ARM
    • Maintain relationships with CF & property funds projects
    • Maintain relationships with all Category "A" Builders and large brokers
    • Maintain SDB of all sources in an excel sheet
    • Visit each source once a month to maintain relationship
    • Audit and resolve issues with HSPL
  • Town Hall
    • Conduct Town hall meetings twice a month
    • Record and share minutes of the Town hall with Reporting Manager
    • Discuss achievements and shortcomings of last Town hall's
  • Market Intelligence
    • Submit monthly market intelligence report to management
    • Meet counterparts from competition
  • Discipline
    • Maintain and observe discipline at all locations
    • Ensure compliance with PSHP (Prevention of Sexual Harassment Policy at workplace)
    • Maintain time discipline – Monitor attendance of Hierarchy
    • Manage inter and intra-department issues
    • Adhere to company processes related HR, JD, SOPs
    • Map geography of teams
  • HDFC related relationship with BD Team, BM and technical team
    • Attend monthly meetings with HDFC marketing
    • Follow up for pending project approvals
    • Submit schemes to HDFC marketing and get necessary approvals
    • Report problems at developer counters related to HDFC CF relationships
    • Support HDFC branches with adequate manpower
  • Manage Product Mix
    • Manage various product mixes such as BT, REACH, Non-Housing, small CF, land loans, and self-construction loans
  • Co-ordination with IT, HR, and admin