Sales Manager

2 days ago

Chennai, India STAFFIAA Full time

Job Description: Sales Manager– Home Loan (HL) & Loan Against Property (LAP)DSA

PositionTitle: Sales Manager – Home Loan (HL)& Loan Against Property (LAP) – DSA
Location: Chennai
Department: Sales
Salary: 8 to 10 LPA

Job Summary:

The Sales Manager for Home Loans (HL) and Loan AgainstProperty (LAP) with a focus on Direct Sales Agency (DSA) will beresponsible for driving sales through DSA channels managing partnerrelationships and ensuring the team meets and exceeds salestargets. This role will require handson leadership strategicplanning and the ability to optimize DSA performance to generatehighquality leads and convert them into loans.

KeyResponsibilities:

  1. Sales Leadership &Strategy:

    • Develop andexecute effective sales strategies for Home Loans (HL) and LoanAgainst Property (LAP) through the DSA network.
    • Oversee the DSA team’s performance ensuring theteam meets the set sales targets for both HL and LAPproducts.
    • Establish and implement key metricsfor DSA partners to ensure optimal lead conversion and highqualityloan applications.
    • Conduct periodic marketresearch to identify new business opportunities trends andcompetitor activities within the mortgage industry.

  2. DSAPartner Management:

    • Build and manage relationships with external DSAs andthirdparty agents to ensure continuous lead flow.
    • Recruit and onboard new DSAs to increase the sales funneland market penetration.
    • Provide trainingsupport and ongoing development to DSA partners to enhance theirproduct knowledge and selling skills.
    • Setclear expectations with DSAs on lead generation documentationcompliance and timelines.
    • Monitor DSAactivities performance and compliance with company policies andimplement corrective actions when necessary.

  3. Lead Generation& Business Development:

    • Ensure a steady stream of highquality leads from the DSAnetwork by guiding partners in their marketing and outreachefforts.
    • Oversee the followup process toensure that DSA leads are tracked followed up on and converted intobusiness opportunities.
    • Collaborate withmarketing and product teams to align on campaigns promotions andincentives aimed at increasing DSAgenerated leads.
    • Optimize lead management systems to track progress fromlead generation to loan disbursement.

  4. Team Management& Development:

    • Lead and mentor the internal sales team working with DSAsensuring team members are motivated trained and equipped to supportthe DSA network.
    • Organize regular trainingprograms and workshops to improve the sales skills of the internalteam and DSAs.
    • Monitor performance againstKPIs conduct performance reviews and provide feedback and guidanceto improve efficiency and sales results.

  5. Sales Operations& Compliance:

    • Ensure all loans processed through DSAs meet thecompany's underwriting and compliance standards.
    • Stay updated with the latest regulations and legalrequirements for home loans and LAP ensuring that all DSA partnersadhere to them.
    • Ensure DSA partners understandand implement KYC (Know Your Customer) norms documentationstandards and other compliance policies.
    • Collaborate with legal and operations teams to ensuresmooth processing and disbursal of loans generated through DSAchannels.

  6. Reporting &Analytics:

    • Regularlytrack and analyze sales performance and DSA productivity providingreports to senior management.
    • Use datadriveninsights to optimize DSA partnerships identify bottlenecks andsuggest corrective actions to improve performance.
    • Develop and maintain an effective system for trackinglead sources conversion ratios and revenue generation from DSApartners.

  7. Customer RelationshipManagement:

    • Providehigh levels of customer satisfaction by ensuring that DSAgeneratedleads are followed up promptly and queries are addressedefficiently.
    • Handle escalations related to DSApartners or customer complaints and ensure quick resolutions tomaintain client trust and satisfaction.
    • Assistin maintaining longterm relationships with customers ensuring theirneeds are met and generating referrals for futurebusiness.

  8. Target Achievement:

    • Achieve set monthly quarterly and annual salestargets for Home Loans (HL) and Loan Against Property(LAP).
    • Work closely with the DSA team toensure loan targets are achieved ensuring a balance between qualityleads and volume.
    • Monitor performance closelyand take corrective action in case of shortfalls in achieving salesobjectives.
Key Skills &Qualifications:
  • Education:
    • Bachelor’s degree in Business AdministrationFinance Marketing or a related field. MBA or Postgraduatequalification is an added advantage.
  • Experience:
    • 5 years of experience in sales businessdevelopment or relationship management with at least 23 years ofexperience in managing DSAs in the home loan and LAPsector.
    • Proven track record of working withDSAs managing sales teams and achieving targets.
    • Strong understanding of mortgage products particularlyHome Loans (HL) and Loan Against Property (LAP).
    • Experience in the banking financial services or housingfinance sector is preferred.
  • Skills:
    • Excellent leadership communication and interpersonalskills.
    • Ability to manage multiplestakeholders both internal and external.
    • Strong sales acumen with a focus on driving resultsthrough effective team and partner management.
    • Knowledge of CRM systems sales tracking tools andMicrosoft Office Suite.
    • Understanding ofregulatory guidelines and compliance issues related to HL andLAP.
Key Performance Indicators(KPIs):
  • Achievementof sales targets for Home Loans and LAP through the DSAnetwork.
  • Lead conversion rate and quality ofloans processed.
  • DSA partner recruitment andonboarding success.
  • Performance andproductivity of the internal sales team supporting DSAs.
  • Customer satisfaction and retention from DSAoriginatedloans.
  • Compliance and regulatory adherence inDSA operations.
Regards

HR Mansi

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