Deputy Regional Manager

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

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