Sales Manager

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

Position Title: 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 Against Property (LAP) with a focus on Direct Sales Agency (DSA) will be responsible for driving sales through DSA channels managing partner relationships and ensuring the team meets and exceeds sales targets. This role will require handson leadership strategic planning and the ability to optimize DSA performance to generate highquality leads and convert them into loans.

Key Responsibilities:

1. Sales Leadership & Strategy:

   • Develop and execute effective sales strategies for Home Loans (HL) and Loan Against Property (LAP) through the DSA network.
   • Oversee the DSA team’s performance ensuring the team meets the set sales targets for both HL and LAP products.
   • Establish and implement key metrics for DSA partners to ensure optimal lead conversion and highquality loan applications.
   • Conduct periodic market research to identify new business opportunities trends and competitor activities within the mortgage industry.

2. DSA Partner Management:

   • Build and manage relationships with external DSAs and thirdparty agents to ensure continuous lead flow.
   • Recruit and onboard new DSAs to increase the sales funnel and market penetration.
   • Provide training support and ongoing development to DSA partners to enhance their product knowledge and selling skills.
   • Set clear expectations with DSAs on lead generation documentation compliance and timelines.
   • Monitor DSA activities performance and compliance with company policies and implement corrective actions when necessary.

3. Lead Generation & Business Development:

   • Ensure a steady stream of highquality leads from the DSA network by guiding partners in their marketing and outreach efforts.
   • Oversee the followup process to ensure that DSA leads are tracked followed up on and converted into business opportunities.
   • Collaborate with marketing and product teams to align on campaigns promotions and incentives aimed at increasing DSAgenerated leads.
   • Optimize lead management systems to track progress from lead generation to loan disbursement.

4. Team Management & Development:

   • Lead and mentor the internal sales team working with DSAs ensuring team members are motivated trained and equipped to support the DSA network.
   • Organize regular training programs and workshops to improve the sales skills of the internal team and DSAs.
   • Monitor performance against KPIs conduct performance reviews and provide feedback and guidance to improve efficiency and sales results.

5. Sales Operations & Compliance:

   • Ensure all loans processed through DSAs meet the company's underwriting and compliance standards.
   • Stay updated with the latest regulations and legal requirements for home loans and LAP ensuring that all DSA partners adhere to them.
   • Ensure DSA partners understand and implement KYC (Know Your Customer) norms documentation standards and other compliance policies.
   • Collaborate with legal and operations teams to ensure smooth processing and disbursal of loans generated through DSA channels.

6. Reporting & Analytics:

   • Regularly track and analyze sales performance and DSA productivity providing reports to senior management.
   • Use datadriven insights to optimize DSA partnerships identify bottlenecks and suggest corrective actions to improve performance.
   • Develop and maintain an effective system for tracking lead sources conversion ratios and revenue generation from DSA partners.

7. Customer Relationship Management:

   • Provide high levels of customer satisfaction by ensuring that DSAgenerated leads are followed up promptly and queries are addressed efficiently.
   • Handle escalations related to DSA partners or customer complaints and ensure quick resolutions to maintain client trust and satisfaction.
   • Assist in maintaining longterm relationships with customers ensuring their needs are met and generating referrals for future business.

8. Target Achievement:

   • Achieve set monthly quarterly and annual sales targets for Home Loans (HL) and Loan Against Property (LAP).
   • Work closely with the DSA team to ensure loan targets are achieved ensuring a balance between quality leads and volume.
   • Monitor performance closely and take corrective action in case of shortfalls in achieving sales objectives.

Key Skills & Qualifications:

• Education:
  • Bachelor’s degree in Business Administration Finance Marketing or a related field. MBA or Postgraduate qualification is an added advantage.
• Experience:
  • 5 years of experience in sales business development or relationship management with at least 23 years of experience in managing DSAs in the home loan and LAP sector.
  • Proven track record of working with DSAs managing sales teams and achieving targets.
  • Strong understanding of mortgage products particularly Home Loans (HL) and Loan Against Property (LAP).
  • Experience in the banking financial services or housing finance sector is preferred.
• Skills:
  • Excellent leadership communication and interpersonal skills.
  • Ability to manage multiple stakeholders both internal and external.
  • Strong sales acumen with a focus on driving results through effective team and partner management.
  • Knowledge of CRM systems sales tracking tools and Microsoft Office Suite.
  • Understanding of regulatory guidelines and compliance issues related to HL and LAP.

Key Performance Indicators (KPIs):

• Achievement of sales targets for Home Loans and LAP through the DSA network.
• Lead conversion rate and quality of loans processed.
• DSA partner recruitment and onboarding success.
• Performance and productivity of the internal sales team supporting DSAs.
• Customer satisfaction and retention from DSAoriginated loans.
• Compliance and regulatory adherence in DSA operations.

Regards

HR Mansi